Business Development Specialist

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.

• 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.

• 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.

• 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.

• 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.

• 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.

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.

• 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 sales…