Business Development Representative

Key Responsibilities and Duties New Business Generation

• Identify, prospect, and secure new customer accounts across assigned territory.
• Build strong relationships at both operational and executive levels within targeted organizations.
• Maintain a robust pipeline with documented next steps, probability ratings, and clear time frames.
• Meet or exceed new account revenue and gross margin targets.

• Conduct site visits to assess customer operations, understand use cases, and position APC’s value proposition.
• Lead preparation of proposals, ROI discussions, and competitive bids.
• Guide customers through onboarding and product/service adoption in coordination with technical and field service teams.
• Support contract negotiation in alignment with pricing guidance and margin targets.

• Monitor market trends, competitor actions, and customer buying behaviors in construction, quarrying, and related sectors.
• Communicate field insights to Sales Leadership, Marketing, and Product teams to inform commercial strategy.
• Identify emerging opportunities for expansion into new territories, applications, and customer segments.

• Maintain accurate CRM entries across all opportunities, activities, and contact records.
• Ensure pipeline discipline and forecast accuracy in accordance with APC’s sales process.
• Support adoption of new CRM workflows and reporting tools as part of APC’s commercial transformation.

• Utilize sales enablement tools, including playbooks, training modules, and product knowledge resources.
• Keep current on APC’s product portfolio, including specialty detonators, emulsions, packaged explosives, technical solutions, and blasting services.
• Participate in safety and technical training sessions to enhance customer credibility and support safe operations.

• Adhere to all APC policies and safety regulations, including ATF, MSHA, OSHA, DOT, and relevant federal/state guidelines.
• Complete all required certifications and maintain professional standards consistent with explosives industry expectations.
• Work closely with field services to ensure alignment of product delivery, blast schedules, and customer support.

• Coordinate with Marketing to support lead generation and campaign execution.
• Partner with Technical Services and Product Specialists to address customer challenges and demonstrate APC solutions.
• Work with Finance and Operations to ensure accurate revenue tracking, delivery scheduling, and credit management.

• Serve as an external ambassador for the APC brand, representing the company at industry associations, trade shows, conferences, and regional events.
• Proactively engage in outbound marketing and lead-generation activities to expand APC’s visibility and credibility in target markets.
• Strengthen APC’s reputation by delivering consistent, professional messaging aligned with corporate positioning and commercial strategy.

• Core Knowledge & Business Acumen
  • Maintain strong understanding of explosives applications, customer production cycles, and key industry drivers.
  • Develop working knowledge of pricing models, margin expectations, and cost-to-serve considerations.
  • Represent APC’s brand, values, and professionalism in all customer engagements.
• Core Competencies
  • Hunter Sales Mindset:
    Demonstrated ability to prospect, qualify, and close new business.
  • Commercial Acumen:
    Strong negotiation skills, ability to articulate value, and comfort navigating extended buying cycles and complex customer decision-making structures.
  • Technical Aptitude:
    Ability to learn blasting fundamentals, product specifications, relevant software tools and applications, and regulatory requirements.
  • Execution Discipline:
    Proficient in CRM use, pipeline management, and structured sales processes.
  • Communication Excellence:
    Clear written and verbal communication across customer, technical, and leadership audiences.
  • Resilience & Adaptability:
    Thrives in field-based, fast-paced environments; persistent and self-motivated.
  • Collaboration:
    
    Works…