Business Development Manager - Midwest USL

POSITION SUMMARY The Senior Business Development Manager – Midwest is a field-based, senior individual contributor responsible for profitable growth across Nebraska, South Dakota, and surrounding Midwest markets, with a primary focus on Omaha and Sioux Falls. This role will manage, retain, and expand an established book of business while developing new relationships with lubricant distributors, resellers, fleets, industrial and manufacturing customers, construction and agricultural accounts, municipalities, and other large commercial end users.

The expected focus is approximately 60% existing-account growth and retention and 40% new-business acquisition. The role combines disciplined prospecting, consultative selling, territory planning, strategic account development, and cross-functional leadership. Success is measured by customer retention, new customer acquisition, gallon and revenue growth, gross-margin contribution, forecast accuracy, and consistent field execution.

JOB 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…