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 sales processes. Adaptable to new products, priorities, processes, technology, and consultative selling approaches, with consistent follow-through. Strong verbal, written, active-listening, and relationship-building skills; able to establish credibility and tailor communication for end users, buyers, purchasing leaders, and executives. Proficiency with CRM platforms, customer-data management and Microsoft Office Suite. Knowledge of tools, equipment, light industrial products, manufacturing, etc. a plus. Demonstrates Northern Tool + Equipment's 12 Core Competencies.
About Us:
At Northern Tool + Equipment we've created a problem-solver's paradise. A place where both pros who need the perfect tool to expertly finish the job, and do-it-yourselfers, who are looking for the right tool along with a bit of guidance, feel right at home. Our blueprint for success is Made for This. We're poised to create a world-class customer experience while we strive to enter new markets and drive growth through exceptional customer insight. The plan is well on its way to resounding success, with over 130 retail stores across 24 states, plus a selection of products from the top national brands, and the addition of global manufacturing operations designed to create our own specialized tools and equipment. We've always had a way of either seeing what's next, or defining it, but we need great people to grow along with us. We're looking for people who have the mindset of putting the customer first; team members who are ready to equip every problem solver who walks through our doors with the right tools and advice to tackle the tough jobs well; and individuals who are ready to help us boldly build what's next. Recently recognized by Forbes as a Top Midsize Employer in 2023, we proudly offer: A comprehensive benefits package to cover healthcare, retirement, and wellness programs to help you be your best self financially and physically.401K with employer match Holidays off NTE recognizes 7 federal holidays. Generous Employee Discount on the products we sell. Daily Pay: Have the flexibility to be paid daily!
