Business Development Manager - National Accounts

About This Role

Building sustainable growth across strategic national accounts is the primary focus of this Business Development Manager role. The position blends territory sales with proactive business development, including expanding the national account base and strengthening account program offerings. Success in this role requires a strong ability to build partnerships with large corporate customers, analyze market opportunities, and develop growth strategies.

Responsibilities

• Manage and grow existing Champion national accounts across North America, including performance evaluation and improvement planning
• Identify, recruit, onboard, and activate new national account partners, including competitive conversions
• Conduct market and competitive analysis to identify new opportunities, target segments, and support territory growth strategies
• Develop and execute strategic sales plans aligned with business objectives, including expansion into new verticals and applications
• Build and maintain strong relationships with key accounts through distribution partners and direct customer engagement
• Support customer-facing activities such as presentations, proposals, site visits, and solution positioning for high-value opportunities
• Deliver training and onboarding for national accounts to improve product knowledge, capability, and sales effectiveness
• Own sales performance and forecasting while collaborating cross-functionally with marketing, engineering, operations, and service teams

Requirements

• Bachelor’s degree in Engineering, Business, Marketing, or a related field preferred
• 5+ years of experience in industrial sales, business development, or channel management
• Channel Leadership: Ability to influence and develop organizations to drive performance
• Strategic Thinking: Capable of translating market insights into actionable growth plans
• Business Development: Proven ability to identify, prioritize, and capture new opportunities
• Customer Focus: Builds trusted partnerships with distributors, national accounts and end users
• Communication & Training: Effectively conveys technical and commercial value propositions
• Ownership Mindset: Accountable for territory results and continuous improvement

Nice to have:

• Experience working with large corporate accounts
• Demonstrated success in developing sales strategies, growing territories, and expanding market share
• Strong proficiency with Microsoft Office and CRM tools
• Experience working with or managing distributors in industrial equipment or related markets

Benefits

• Annual bonuses and incentive compensation