SUMMARY:  

The Key Account (KA) Business Development Director is a strategic role responsible for driving growth and fostering long-term relationships with key clients. This role focuses on understanding client needs, identifying opportunities for expansion, and aligning solutions with business objectives. The director will develop and execute account-specific strategies to maximize revenue and enhance customer satisfaction, ensuring a high level of engagement and loyalty. Leveraging data-driven insights and market analysis, the director will collaborate with cross-functional teams to deliver tailored solutions and optimize account performance. A key component of this role is mentoring and leading the account management team to ensure excellence in service delivery and relationship management, ultimately positioning the organization as a trusted partner to its most valuable clients.

ESSENTIAL DUTIES AND RESPONSIBILITIES include but are not limited to the following. The Company reserves the right to add to, delete, change or modify the essential duties and responsibilities at any time.   All work is to be completed with minimum supervision and in accordance with Company standards.  Other duties may be assigned.

• Develop and execute comprehensive business development strategies to drive revenue growth and expand market share.
• Identify and evaluate new business opportunities, including partnerships, acquisitions, and market expansions.
• Conduct market research and analysis to stay informed on industry trends, competitive landscape, and customer needs.
• Build and nurture strong relationships with key clients, partners, and stakeholders to foster collaboration and long-term success.
• Lead negotiations and close high-value contracts, ensuring alignment with organizational goals and client expectations.
• Collaborate with sales and marketing teams to develop cohesive messaging and strategies that enhance customer engagement.
• Set and monitor key performance indicators (KPIs) to evaluate the effectiveness of business development initiatives.
• Mentor and lead the business development team, providing coaching and support to enhance performance and professional growth.
• Prepare and present regular reports to senior management on business development activities, progress, and future opportunities.
• Manage the business development budget, ensuring resources are allocated effectively to maximize impact and return on investment.

COMPETENCY:

To perform the job successfully, an individual should demonstrate the following competencies:

• Problem Solving - identifies and resolves problems in a timely manner; develops alternative solutions.
• Customer Service - manages difficult or emotional customer situations; responds promptly to customer needs; solicits customer feedback to improve service; meets commitments.
• Interpersonal - focuses on solving conflict, not blaming; maintains confidentiality; keeps emotions under control; remains open to others' ideas and tries new things.
• Oral Communication - speaks clearly and persuasively in positive or negative situations; listens and gets clarification; responds well to questions; demonstrates group presentation skills.
• Written Communication – demonstrates proficiency in writing clear and concise proposals and technical documents.
• Business Acumen - understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition.
• Technical knowledge – demonstrates technical proficiency within industry segment; continually develops skills and competencies necessary to fulfill job requirements.
• Diversity - shows respect and sensitivity for cultural differences; promotes a harassment-free environment.
• Ethics - treats people with respect; keeps commitments; inspires the trust of others; works with integrity and ethically; upholds organizational values.
• Dependability - takes responsibility for own actions; commits to long hours of work when necessary to reach goals.
• Initiative - takes independent actions and calculated risks; looks for and takes advantage of opportunities; asks for and offers help when needed.
• Judgment - displays willingness to make timely decisions; exhibits sound and accurate judgment; supports and explains reasoning for decisions; includes appropriate people in decision-making process.
• Motivation - demonstrates persistence and overcomes obstacles; measures self against standard of excellence; takes calculated risks to accomplish goals; demonstrates a passion for the business.
• Professionalism - approaches others in a tactful manner; reacts well under pressure; accepts responsibility for own actions.

QUALIFICATIONS: 

• Industry Experience: Strong past/present experience within finished lubricant and/or like-industry will provide valuable insights into market dynamics and customer needs.
• Sales Experience: Proven track record of 5-10 years in sales, with at least 3-5 years in a sales development leadership role
• Project Management: Strong organizational skills, with the ability to manage multiple projects and priorities simultaneously.
• Strategic Thinking: Strong ability to develop and implement effective business strategies that drive growth and profitability
• Market Knowledge: In-depth understanding of industry trends, market dynamics, and competitive landscape relevant to the organization.
• Relationship Management: Exceptional interpersonal and communication skills to build and maintain relationships with key clients and stakeholders.
• Negotiation Skills: Demonstrated ability to negotiate contracts and agreements effectively, ensuring mutual benefit for the organization and clients.
• Analytical Skills: Proficiency in data analysis and market research, with the ability to leverage insights to inform decision-making.
• Manufacturing: Knowledge of supply chain dynamics and industrial processes, focusing on B2B relationships and long-term contracts.
• Technical Proficiency: Familiarity with CRM systems and other business development tools to track performance and manage client interactions.

EDUCATION/EXPERIENCE:

Bachelor’s degree in Business Administration, Marketing, Communications, Engineering, or a related field. Military experience and/or an equivalent business related acumen will be considered as well. 

LANGUAGE SKILLS:  

Ability to read, analyze, and interpret common technical journals, financial reports, and legal documents.  Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community.  Ability to write proposals and technical documents that conform to prescribed style and format. 

MATH ABILITY:

Ability to work with mathematical concepts such as probability and statistical inference; to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume; and apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

REASONING ABILITY:

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form. Ability to read and understand journal entries and the flow of information through a general ledger. Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.

COMPUTER SKILLS:

To perform this job successfully, an individual should have demonstrated experience using Microsoft Excel, Microsoft Word, and PowerPoint. Salesforce is preferred.

WORK ENVIRONMENT: 

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the office work environment is usually quiet.

PHYSICAL DEMANDS: 

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

While performing the duties of this job, the employee is regularly required to sit; talk or hear and use hands to finger, handle, or feel.  The employee is occasionally required to reach with hands and arms and stoop, kneel, or crouch.  The employee must regularly lift and/or move up to 10 pounds.  Specific vision abilities required by this job include close vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

EOE.