Business Development Specialist

Description

Northern Tool + Equipment is seeking a talented Business Development Specialist to develop new and existing business prospects through proactive, phone-based inside sales outreach and consultative selling. Build relationships with key decision-makers, conduct discovery to understand customer needs and account potential, maintain a qualified sales pipeline, and convert opportunities into revenue-producing customers.

MAJOR AREAS OF RESPONSIBILITY:

Prospecting and Pipeline Development

• Conducts proactive outbound prospecting by phone and email to engage and develop existing Customer Prospects and New Leads, build pipeline, and advance sales opportunities.
• Researches prospective organizations, key contacts, purchasing needs, and potential account value to prioritize outreach and develop a sustainable pipeline.
• Qualifies Prospects and Leads using established criteria, including customer fit, business need, purchasing potential, timing, decision‑making authority, and eligibility for Managed Account status.

Customer Discovery and Consultative Selling

• Conducts discovery conversations to understand customer operations, purchasing priorities, challenges, and account potential; recommends relevant products and solutions and communicates a clear value proposition.
• Develops quotes, follows up on open opportunities, addresses objections, and converts qualified prospects into active purchasing customers; completes an organized handoff or partnership with other sales partners as appropriate.

CRM, Data Quality, and Sales Analytics

• Maintains timely and accurate CRM records, including contacts, call notes, discovery findings, quotes, next steps, opportunity value, and sales‑stage status; uses available dashboards and data to prioritize follow-up and manage pipeline.

Customer Experience and Business Results

• Delivers responsive, knowledgeable customer service and support throughout the sales process to create an Outstanding Northern Experience.
• Meets established activity, pipeline, conversion, customer activation, and revenue goals; partners with the supervisor to review results and develop action plans that improve performance.

Collaboration and Market Intelligence

• Collaborates with the supervisor and cross‑functional partners to coordinate customer handoffs, campaigns, and follow-up; shares customer feedback, competitor information, pricing insights, market trends, and potential barriers or opportunities.
• Performs related work as apparent or assigned.

QUALIFICATIONS:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.

The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

What you will bring to the table:

• High school diploma or equivalent required; college coursework or an associate or bachelor’s degree in business, marketing, sales, or a related field preferred.
• 2+ years of business-to-business sales (preferred), inside sales, business development, lead generation or account management.
• Demonstrated phone-based prospecting, lead qualification, consultative discovery, needs assessment, objection handling, quote follow-up, and closing skills.
• Ability to communicate product value, recommend customer‑specific solutions, and consistently achieve established activity, pipeline, conversion, and revenue goals.
• Sound judgment, problem‑solving, and decision‑making skills, with awareness of customer trends, market conditions, and competitor activity.
• Self‑directed, organized, resilient, and accountable for results; able to manage a high volume of prospects, competing priorities, and deadlines within established…