Note: The job is a remote job and is open to candidates in USA. The Inland Group of Companies, through Inland Deicing Services, provides airport services focused on aircraft deicing and glycol recovery for airlines and airports. The Business Development Manager will generate new business, grow existing accounts, manage complex sales cycles, and build relationships with executive stakeholders across North America. The role also involves pipeline forecasting, customer solution development, market monitoring, and travel to industry and customer events.
Responsibilities
- Identify, prospect, and secure new business opportunities across North America
- Build and manage your own sales pipeline through strategic prospecting, networking, referrals, and outbound outreach
- Develop relationships with senior decision-makers and executive stakeholders
- Lead discovery conversations to understand customer challenges and position tailored solutions
- Deliver compelling presentations, proposals, and business cases
- Negotiate contracts and confidently guide opportunities through complex sales cycles
- Collaborate with operational leaders to develop winning customer solutions
- Maintain accurate pipeline forecasting and activity within Salesforce (or equivalent CRM)
- Monitor market trends, competitive activity, and emerging customer needs
- Represent Inland at industry conferences, customer meetings, and networking events
- Travel throughout North America is expected, with occasional international travel
Skills
- 5+ years of success in B2B business development or enterprise sales (preferable in **aviation**, logistics, or service-based environments)
- A consistent history of exceeding sales targets and winning new customers
- Experience managing a full sales cycle—from cold prospecting through contract negotiation and close
- Confidence engaging senior leaders, executives, and key decision-makers
- Strong consultative selling skills and the ability to uncover customer pain points and deliver value-based solutions
- Exceptional communication, presentation, and negotiation skills
- Experience using CRM platforms such as Salesforce to manage pipeline and forecast opportunities
- Strong business acumen and the ability to understand complex customer environments
- Is relentlessly competitive and motivated by winning
- Doesn't wait for leads—you create opportunities
- Is resilient and keeps moving after hearing "no"
- Builds credibility quickly with executive-level customers
- Is naturally curious and asks great questions
- Thrives in a fast-paced, autonomous environment
- Takes ownership of results and is accountable for your pipeline
- A bachelor's degree or diploma in Business, Marketing, Sales, or a related field is considered an asset
- Experience within aviation is welcomed—but not required
Benefits
- Insurance - health, dental and life, AD&D and LTD
- 401(k) retirement plan with company match / Pension plan with employer match
- Employee Assistance Program
- Employee discounts
- Advancement opportunities
- On the job training
- Employee Recognition Program
- DailyPay
- Flexible schedule
- $300 referral bonuses - unlimited
- Benefits may vary by position and location.
Company Overview