Business Development Manager - National Accounts

Business Development Manager - National Accounts

Position Summary

The objective of the Business Development Manager's role is to achieve revenue and profit plans through the development of new business and the cultivation of long-term partnerships with national account prospects and customers. This position is responsible for building executive-level relationships, managing complex sales cycles, and driving profitable growth across multi-location accounts.

Essential Duties and Responsibilities

• Create and maintain strong professional relationships with executive-level decision makers, as well as multiple coaches, implementers, and influencers within assigned prospect and customer accounts.
• Utilize consultative selling skills to understand a prospect’s business, marketplace, and service needs, and position Liquid Environmental Solutions (LES) offerings as the optimal solution.
• Motivate and guide decision makers through desired next steps and decisions within the sales cycle.
• Prepare and present LES value propositions, service management program proposals, presentations, pricing quotes, and RFP responses that clearly demonstrate features, advantages, benefits, and profitability alignment.
• Deliver formal presentations of LES value propositions and approved pricing proposals.
• Work within established company guidelines for pricing, products, and services.
• Negotiate contracts and contract renewals.
• Develop, maintain, and execute an approved territory sales plan, including target accounts, sales cycle strategies, projected revenue, decision timelines, and implementation/start dates.
• Build and maintain a sales pipeline in excess of $10 million.
• Maintain a weekly average of seven (7) in-person sales meetings, each with defined objectives related to advancing or closing sales cycles or strengthening customer relationships.
• Accurately document all sales activity and manage pipeline data within the company CRM system.
• Lead and manage the implementation of new customer locations and/or new lines of business, ensuring effective internal communication and successful customer onboarding.
• Manage new customers for 12 months post-implementation, including the creation, delivery, and presentation of Quarterly Service Reports.
• Complete and submit required sales documentation, including weekly sales call plans, weekly sales results reports, weekly target account updates, and monthly sales plan updates.
• Build and maintain strong working relationships with field operations teams and corporate support staff while adhering to company policies, procedures, and handbook guidelines.
• Perform other duties as required that are reasonably within the scope of this role.
• Ensure all prospect and customer calls and emails are returned within four (4) hours of initial receipt.

Knowledge, Skills, and Abilities

• Proven experience prospecting, selling, and managing accounts across a national sales territory with strong time and territory management skills.
• Demonstrated success in developing and executing annual, quarterly, monthly, and weekly sales territory plans.
• Experience managing and selling to large, multi-location accounts with annual revenues of $100,000 per account and 15–500 locations per account.
• Strong consultative sales capability and comfort navigating complex, multi-stakeholder sales environments.
• Deep understanding of long-cycle sales processes for large, multi-location accounts.
• Experience with account penetration strategies across departments, locations, divisions, and service lines.
• Proven success leading account growth, retention, and long-term relationship management strategies.
• Demonstrated performance across short, medium, and long sales cycles.
• Experience leading and coordinating new sales program implementations within multi-location accounts.
• Formal classroom training in consultative, professional, strategic, or tactical selling, account management, or related B2B sales methodologies (must be able to identify specific programs).
• Team-selling experience, including serving as the sales team leader.
• Exceptional listening, communication, presentation, and proposal development skills.
• Professional appearance, demeanor, and conversational selling style.
• Strong organizational skills, attention to detail, and ability to meet weekly sales activity expectations.

Education and Experience Requirements

• Bachelor’s degree or equivalent (required).
• Minimum of four (4) years of outside business-to-business sales experience, including at least two (2) years selling to multi-location, regional, or national accounts within the restaurant, grocery, or retail industries (required).
• Demonstrated, consistent history of meeting or exceeding monthly, quarterly, and annual revenue goals with documented quotas and performance results.

Equal Opportunity Statement

Liquid Environmental Solutions is committed to employing a diverse workforce. Qualified applicants will receive consideration without regard to race, color, religion, sex, national origin, age, sexual orientation, protected veteran status, or disability.

Equal Opportunity Employer – M/F/Disability/Veteran