Director, Strategic Account Business Development-Dust Control

Director, Strategic Account Business Development – Dust Control

Location

Remote | Department: Sales | Reports to: Vice President, Revenue

Status

Full-time, Exempt | Direct Reports: None

About the Role

Midwest Industrial Supply provides engineered dust control and soil stabilization solutions to industrial operations across North America. We are seeking a Director, Strategic Account Business Development to drive revenue growth through net-new and enterprise-scale opportunities.

This is a business development role rather than an account management role. The focus is identifying, qualifying, and closing new business rather than maintaining an existing territory book. The Director works cross-functionally with the commercial team, operations, and supply chain to convert market intelligence into revenue growth.

Key Responsibilities

• Own an opportunity pipeline from initial qualification through contract execution, and meet or exceed new business sales and margin targets
• Identify and prioritize prospective customers, segments, and markets aligned with the company's capabilities
• Lead proposal development, pricing strategy, and contract negotiations with internal stakeholders
• Build relationships at the executive, operational, procurement, and environmental levels within target accounts
• Translate technical product and service capabilities into value propositions tailored to specific customer applications
• Partner with operations and field teams to align customer commitments with specialist availability, equipment resources, and project execution
• Maintain accurate pipeline, forecast, and activity records in the CRM, and provide market insight to the GM and VP, Revenue
• Represent Midwest at industry trade shows, conferences, and customer sites

Qualifications

• Demonstrated success in net-new, complex B2B sales at the enterprise level
• Experience selling technical or engineered products or services into industrial environments such as mining, energy, construction, or transportation
• Ability to manage multi-stakeholder sales cycles involving technical, operational, and procurement decision-makers
• Consultative, value-based selling approach with disciplined pipeline management
• Proficiency with CRM systems for forecasting and activity tracking
• Ability to travel
• 7-10 years experience

Benefits at Midwest

We offer a comprehensive benefits package designed to support your health, well-being, and financial future. This includes:

• Medical, Dental & Vision Insurance – with multiple plan options and HSA contributions
• Health Savings Account (HSA) – save pre-tax dollars for healthcare expenses and receive company contributions to help grow your account
• Flexible Spending Accounts (FSA) – for healthcare and dependent care expenses
• Life Insurance – basic and supplemental coverage
• Short- & Long-Term Disability – income protection when you need it most
• Flexible PTO – take the time you need, when you need it
• 401(k) with Generous Match – automatic enrollment and employer contributions
• Wellness Program – earn rewards and premium discounts

*Pre-employment drug screening and background checks are required. The company offers a competitive salary. EOE*

#### Experience

Required* 7 - 10 years: 7+ years progressive B2B sales/BD experience in industrial markets; dust control, mining, construction, quarry/aggregate, or steel industry background preferred. Proven track record building new business from the ground up and managing a robust pipeline of opportunities to revenue/margin attainment. Skilled in value-based selling of technical solutions and multi-threaded relationships across executive, operations, and procurement.

#### Skills

Required* Financial Analytics * Written Communication * Verbal Communication * Good Judgement * Dependability * Customer Service * Conflict Management * Business Development

#### Behaviors

Required* Thought Provoking: Capable of making others think deeply on a subject * Team Player: Works well as a member of a group * Loyal: Shows firm and constant support to a cause * Enthusiastic: Shows intense and eager enjoyment and interest * Detail Oriented: Capable of carrying out a given task with all details necessary to get the task done well * Dedicated: Devoted to a task or purpose with loyalty or integrity

#### Motivations

Required* Self-Starter: Inspired to perform without outside help * Goal Completion: Inspired to perform well by the completion of tasks * Entrepreneurial Spirit: Inspired to perform well by an ability to drive new ventures within the business * Ability to Make an Impact: Inspired to perform well by the ability to contribute to the success of a project or the organization

Equal Opportunity Employer

This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights (https://www.eeoc.gov/poster) notice from the Department of Labor.