Note: The job is a remote job and is open to candidates in USA. IGEN is the employer offering this field-based business development position. The Senior Business Development Manager will drive profitable growth across the Midwest by retaining and expanding existing accounts, acquiring new customers, developing distributor relationships, and managing strategic sales opportunities. The role also includes territory planning, consultative selling, cross-functional coordination, forecasting, and market development.
Responsibilities
- Own the sales territory centered on Omaha, Nebraska and Sioux Falls, South Dakota, with responsibility for developing profitable growth throughout the assigned Midwest market
- Actively prospect and win new business with lubricant distributors, resellers, large fleets, industrial and manufacturing operations, construction companies, agricultural businesses, municipalities, and other high-volume end users
- Build and execute a disciplined territory plan that identifies priority markets, target accounts, channel partners, competitive conversions, and specific revenue, gallon, and gross-margin opportunities
- Maintain a strong field presence through planned customer visits, organized sales calls, referrals, networking, industry events, and targeted prospecting, balancing expansion of the existing book with focused new-business development
- Develop and grow distributor relationships by helping partners expand their business, improve product penetration, pursue end-user opportunities, and effectively position U.S. Lubricants solutions in their local markets
- Manage, retain, and expand assigned strategic accounts by building multilevel relationships across ownership, procurement, operations, maintenance, and executive leadership; create documented account plans for priority customers and execute strategies that increase share of wallet
- Use a consultative selling approach to uncover customer challenges, understand equipment and application needs, quantify value, and recommend the right product, packaging, equipment, delivery, and service solution
- Confidently sell and support a broad portfolio that may include automotive, heavy-duty and industrial lubricants, coolants, diesel exhaust fluid, chemicals, related equipment programs, packaged products, and value-added services
- Coordinate with Product Management and technical resources to provide product recommendations, competitive cross-references, training, trials, and application support when needed
- Lead complex opportunities from initial qualification through proposal, pricing, negotiation, contracting, onboarding, implementation, and ongoing account development, ensuring clear ownership, timelines, and customer commitments throughout the sales cycle
- Partner with Pricing and Finance to structure competitive offers that protect profitability, including pricing, freight, equipment, volume commitments, contract terms, and margin expectations
- Serve as a senior commercial resource within the sales organization by sharing market knowledge, reinforcing sales-process discipline, and informally coaching peers when appropriate; this role has no direct reports
- Collaborate closely with Operations, Supply Chain, Customer Experience, and Marketing to ensure accurate onboarding, reliable execution, strong service levels, and long-term customer satisfaction
- Maintain accurate and timely activity, account, opportunity, pipeline, and forecast information in Salesforce or the company-designated CRM
- Provide leadership with actionable market intelligence regarding competitors, pricing, product demand, customer needs, channel activity, risks, and emerging opportunities within the territory; translate insights into recommended commercial actions
- Meet or exceed annual targets for new business, revenue, gallons, gross margin, strategic account growth, and customer retention
- Represent U.S. Lubricants and U.S. Venture professionally in the market and serve as a trusted advisor who builds long-term, mutually beneficial customer relationships
- Live our values of High Performance, Caring Relationships, Strategic Foresight, and Entrepreneurial Spirit
- Find A Better Way by championing continuous improvement and identifying opportunities to improve customer value, efficiency, accuracy, and standardization
- Continuously learn and develop professionally, including product, application, industry, CRM, and sales-process knowledge
- Support corporate efforts for safety, government compliance, and all other company policies and procedures
- Perform other related duties as required and assigned
Skills
- 7+ years of successful B2B field sales, business development, territory management, or strategic account experience, including demonstrated ownership of a sizable territory or book of business; experience selling lubricants, chemicals, petroleum products, industrial supplies, fleet solutions, or through distribution is strongly preferred
- Demonstrated ability to prospect, build a pipeline, open new accounts, negotiate agreements, and consistently close profitable business
- Working knowledge of distributor and reseller sales models, including the ability to support channel partners while also developing large end-user opportunities
- Ability to understand customer operations and translate business, equipment, and application needs into practical product and service solutions
- Strong consultative selling, presentation, negotiation, relationship-management, and written and verbal communication skills
- Financial and commercial acumen, including an understanding of pricing, freight, gross margin, volume commitments, and account profitability
- Disciplined use of CRM, pipeline management, forecasting, account planning, and Microsoft Office tools
- Entrepreneurial, goal-driven, action-oriented, resilient, and self-motivated, with the ability to work independently from a home office while remaining highly connected to the broader team
- Well organized, responsive, and capable of managing multiple opportunities, customers, deadlines, and internal stakeholders
- Valid driver's license and acceptable driving record
- Ability to travel regularly throughout the assigned territory, including frequent day travel and periodic overnight travel; approximately 50% travel is expected depending on customer and business needs
- Ability to reside in or near Omaha, Nebraska or Sioux Falls, South Dakota
- All applicants must be currently authorized to work in the United States on a full-time basis and must not require U.S. Venture's sponsorship to continue to work legally in the United States
- Bachelor's degree in business, marketing, engineering, chemistry, or a related field, or an equivalent combination of education and relevant industry experience
- Experience with automotive, heavy-duty, industrial, fleet, manufacturing, construction, agriculture, municipal, or commercial lubricant applications
- Experience using Salesforce or a comparable CRM platform
- Formal lubricant training or industry certifications such as CLS, OMA, MLT, or CLT
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