The Business Development Specialist owns and grows a defined book of smaller accounts across Aggregates, Mining, Metals & Recycling, and Pulp & Paper. The role provides consistent, dedicated coverage to small, lapsed, dormant, and otherwise underserved accounts and converts that coverage into active, repeat business.
This role works primarily by phone, email, and virtual meeting, with occasional travel, and partners across sales, product, marketing, and operations to support account growth.
Account Ownership
- Own a defined book of smaller accounts across all four market segments.
- Develop a clear understanding of what each account buys, what it could buy, and who makes purchasing decisions.
- Investigate long-tail customers with curiosity and identify innovative ways to engage them.
Reactivation & Conversion
- Identify dormant and lapsed accounts and conduct structured outreach to reactivate them.
- Convert small and uncovered accounts into active, repeat customers.
- Prospect within the assigned book to identify new buyers and applications at existing accounts.
Inside Sales Execution
- Engage customers by phone, email, and virtual meeting, with occasional travel for high-value opportunities.
- Prepare and follow up on quotes and drive opportunities toward a decision.
- Bring appropriate product and segment expertise to each customer conversation.
Account Progression
- Flag accounts showing growth potential to the Strategic Accounts Manager.
- Support decisions on whether an account remains in the assigned book or transitions to a Regional Director or Territory Manager.
CRM Discipline & Reporting
- Use SFDC as the system of record for account data, activity, pipeline, and forecast.
- Report regularly on account reactivations, conversions, pipeline, and quote follow-through.
- Partner with Regional Directors and product, marketing, and operations teams so customer needs inform go-to-market decisions.
Requirements
QUALIFICATIONS
- Three or more years of demonstrated success in inside sales or business development; B2B or industrial experience preferred.
- Proven ability to manage a book of accounts independently, bring forward solutions, and follow through without prompting.
- Comfort and effectiveness reaching cold and lapsed contacts and converting conversations into quotes and orders.
- Clear, credible, and persuasive communication by phone, email, and video.
- Proficiency with SFDC or a comparable CRM, LinkedIn, and Microsoft Office.
- Experience in metals, mining, aggregates, or pulp & paper is preferred but not required.
ESSENTIAL COMPETENCIES
- Curiosity and initiative
- Account ownership and follow-through
- Prospecting and conversion capability
- Customer-focused communication
- Self-direction and sound judgment
- CRM discipline and reporting accuracy
- Cross-functional collaboration
PHYSICAL & MENTAL DEMANDS
- Ability to communicate regularly by phone, email, video, and in person.
- Ability to work independently, manage competing account priorities, and maintain consistent follow-through.
- Ability to analyze account information, pipeline activity, quotes, and customer needs.
- Ability to travel occasionally for high-value customer opportunities.
WORKING ENVIRONMENT
Work is performed primarily in a remote or office-based environment using phone, email, virtual meeting platforms, SFDC, LinkedIn, and Microsoft Office.
The role is ideally based in Birmingham, AL with flexibility for the right candidate, and requires occasional travel.
Ontech Talent, is where innovation meets expertise in the dynamic realm of IT and Engineering recruiting and staffing. Founded by industry visionary Nicole Whitbeck Dohnal, Ontech Talent has emerged as the premier strategic partner for Fortune mid to large companies seeking unparalleled talent solutions.