Business Development Representative

POSITION SUMMARY:

The Business Development Representative creates new revenue by contacting inactive Midland customers, new accounts, and prospective customers. This role owns the early customer relationship from initial outreach through onboarding and the first order. The representative identifies customer needs, presents the right Midland products and services, removes setup barriers, and provides a clear handoff to the appropriate sales or account management team.

KEY RESPONSIBILITIES:

• Make consistent outbound calls and send personalized emails to assigned inactive, new, and prospective accounts.
• Re-engage former customers, understand why purchasing stopped, and identify practical opportunities to win back their business.
• Qualify prospects by learning their business, product needs, current suppliers, purchasing process, timing, and decision makers.
• Introduce Midland's product offering and service capabilities, focusing on solutions that make purchasing easier for the customer.
• Manage new customer onboarding from initial interest through account setup, required documentation, pricing, quoting, first order, and internal handoff.
• Coordinate with sales support, pricing, product, customer service, and operations to answer questions and keep onboarding moving.
• Prepare quotes and follow up promptly; use product crossovers and alternative recommendations when helpful.
• Maintain an organized pipeline, prioritize next actions, and move each opportunity toward a clear won or lost outcome.
• Keep complete and accurate CRM records, including contacts, activities, opportunity value, status, and next steps.
• Meet assigned activity, conversion, onboarding, and revenue goals, and communicate progress, barriers, and customer feedback to management.
• Perform other duties as assigned.

REQUIRED SKILLS AND ABILITIES:

• Confident and professional verbal and written communication skills
• Ability to initiate customer contact, ask effective questions, handle objections, and identify practical sales opportunities
• Quoting and product recommendation skills, including the ability to identify appropriate product crossovers and alternatives
• Strong time management and pipeline management skills
• Proficiency in CRM data management and reporting
• Proficiency with CRM, ERP, and Microsoft Office tools, with the ability to learn products and systems quickly

KEY COMPETENCIES:

• Customer focus
• Results orientation and accountability for outcomes
• Persistence and resilience
• Curiosity and consultative problem-solving
• Cross-functional collaboration
• Organization and prioritization

SUCCESS MEASURES:

• New and reactivated accounts that complete onboarding and place an order
• Conversion from customer contact to qualified opportunity and first order
• Qualified opportunities and pipeline value
• Outbound activity and timely follow-up
• Revenue from assigned inactive, new, and prospect accounts
• CRM accuracy and speed of onboarding

BEHAVIORAL COMPETENCIES:

• Proactively seeks out relationships with colleagues
• Comfortable having challenging conversations
• Comfortably communicates through different mediums
• Follows through with established requirements
• Is highly attentive to details
• Embraces changing strategies or priorities
• Shares their opinions proactively
• Collaborates comfortably with different groups of people

EDUCATION AND EXPERIENCE:

• Associate or bachelor's degree in business or a related field, or equivalent professional experience
• One to three years of inside sales, business development, or customer-facing experience; industrial distribution or manufacturing experience is preferred

WORK REQUIREMENTS:

• This is primarily a desk-based inside sales role requiring regular use of a phone and computer and prolonged periods of sitting.

EQUAL OPPORTUNITY EMPLOYER:

Midland Industries is an Equal Opportunity Employer. Employment decisions are based on job-related qualifications and business needs without regard to race, color, religion, sex, national origin, age, disability, genetic information, or any other status protected by law.