Business Development Representative

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Job Summary

Austin Powder is seeking a Business Development Representative focused on new business development to accelerate revenue growth across construction, quarry, and industrial blasting markets. This role is responsible for identifying, qualifying, and securing new accounts while converting customers to APC's preferred product and service offerings, including emulsions, electronic initiation systems, technical solutions and blasting services. This position will execute APC's commercial strategy through outbound prospecting, structured pipeline management, and value-based selling. The role requires strong commercial acumen, disciplined lead generation, and rigorous execution of APC's sales process to grow market share and develop customer relationships into long-term partnerships. The Business Development Representative will report to the Regional Sales Manager or LLC President / VPGM.

Key Responsibilities and Duties

New Business Generation

• Identify, prospect, and secure new customer accounts across assigned territory.
• Build strong relationships at both operational and executive levels within targeted organizations.
• Maintain a robust pipeline with documented next steps, probability ratings, and clear timeframes.
• Meet or exceed new account revenue and gross margin targets.

Commercial Strategy & Account Activation

• Conduct site visits to assess customer operations, understand use cases, and position APC's value proposition.
• Lead preparation of proposals, ROI discussions, and competitive bids.
• Guide customers through onboarding and product/service adoption, in coordination with technical and field service teams.
• Support contract negotiation in alignment with pricing guidance and margin targets.

Market & Competitive Intelligence

• Monitor market trends, competitor actions, and customer buying behaviors in construction, quarrying, and related sectors.
• Communicate field insights to Sales Leadership, Marketing, and Product teams to inform commercial strategy.
• Identify emerging opportunities for expansion into new territories, applications, and customer segments.

CRM & Pipeline Management

• Maintain accurate CRM entries across all opportunities, activities, and contact records.
• Ensure pipeline discipline and forecast accuracy in accordance with APC's sales process.
• Support adoption of new CRM workflows and reporting tools as part of APC's commercial transformation.

Sales Enablement & Training

• Utilize sales enablement tools, including playbooks, training modules, and product knowledge resources.
• Keep current on APC's product portfolio, including specialty detonators, emulsions, packaged explosives, technical solutions, and blasting services.
• Participate in safety and technical training sessions to enhance customer credibility and support safe operations.

Safety, Compliance & Operational Alignment

• Adhere to all APC policies and safety regulations, including ATF, MSHA, OSHA, DOT, and relevant federal/state guidelines.
• Complete all required certifications and maintain professional standards consistent with explosives industry expectations.
• Work closely with field services to ensure alignment of product delivery, blast schedules, and customer support.

Functional Collaboration

• Coordinate with Marketing to support lead generation and campaign execution.
• Partner with Technical Services and Product Specialists to address customer challenges and demonstrate APC solutions.
• Work with Finance and Operations to ensure accurate revenue tracking, delivery scheduling, and credit management.

Brand Advocacy & Market Presence

• Serve as an external ambassador for the APC brand, representing the company at industry associations, trade shows, conferences, and regional events.
• Proactively engage in outbound marketing and lead-generation activities to expand APC's visibility and credibility in target markets.
• Strengthen APC's reputation by delivering consistent, professional messaging aligned with corporate positioning and commercial strategy.

Skills, Knowledge, and Abilities

Core Knowledge & Business Acumen

• Maintain strong understanding of explosives applications, customer production cycles, and key industry drivers.
• Develop working knowledge of pricing models, margin expectations, and cost-to-serve considerations.
• Represent APC's brand, values, and professionalism in all customer engagements.

Core Competencies

• Hunter Sales Mindset: Demonstrated ability to prospect, qualify, and close new business.
• Commercial Acumen: Strong negotiation skills, ability to articulate value, and comfort navigating extended buying cycles and complex customer decision-making structures.
• Technical Aptitude: Ability to learn blasting fundamentals, product specifications, relevant software tools and applications, and regulatory requirements.
• Execution Discipline: Proficient in CRM use, pipeline management, and structured sales processes.
• Communication Excellence: Clear written and verbal communication across customer, technical, and leadership audiences.
• Resilience & Adaptability: Thrives in field-based, fast-paced environments; persistent and self-motivated.
• Collaboration: Works effectively across Sales, Operations, Field Services, and Marketing teams.

Education and Experience

• Bachelor's Degree preferred; High School Diploma or equivalent required.
• 35+ years of experience in outbound sales, business development, or technical industrial sales.
• Valid driver's license and ability to travel extensively within assigned territory.
• Strong CRM proficiency and familiarity with structured sales processes.
• Familiarity with explosives, technical solutions, blasting services, or safety-critical industrial environments preferred.
• Experience selling into construction, quarrying, mining, or other heavy industrial segments.
• Knowledge of value-based selling, price-value conversations, and competitive differentiation.
• Background working in private equity owned businesses or organizations undergoing commercial transformation.

Work Environment and Physical Demands

• This position will work remotely from a home office environment, within assigned territory.
• 50-75% required travel within assigned territory
• This position requires the ability to be outside on customer sites and in all weather conditions with the ability to walk/stand and be comfortable in uneven terrain and conditions.

Austin Powder is an Equal Opportunity and Affirmative Action Employer and is committed to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job-related reasons regardless of an applicant's race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, marital status, genetic information, protected veteran status, or any other status protected by law. Austin Powder also participates in E-Verify.

This contractor and subcontractor shall abide by the requirements of 41 CFR 60-1.4(a), 60-300.5(a) and 60-741.5(a). These regulations prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities, and prohibit discrimination against all individuals based on their race, color, religion, sex, sexual orientation, gender identity, national origin, and for inquiring about, discussing or disclosing compensation. Moreover, these regulations require that covered prime contractors and subcontractors take affirmative action to employ and advance in employment individuals without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.

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