Director, Strategic Account Business Development-Dust Control

 Key Accountabilities:   

KRA 1:  Sales Growth and Market Expansion

·         Own and manage a robust opportunity pipeline from initial qualification through contract execution

·         Identify and prioritize prospective customers that align with and value the company’s offerings

·         Lead short- and mid-term strategy deployment for assigned regions/customers/applications aligned with Midwest’s long-term goals.

·         Lead proposal development, pricing strategy, and contract negotiations in collaboration with internal stakeholders

·         Conduct market research to identify new customers and market segments.

·         Develop strategies to penetrate new markets and expand the customer base in accordance with the Midwest Strategy Deployment.

·         Translate technical product and service capabilities into compelling value propositions tailored to specific customer applications, focusing on value-selling using the Midwest Proven Process (MPP) by reinforcing our technology, engineering, performance, and specialized expertise.

·         Meet and exceed new business development sales targets and segment margin goals.

KRA2:  Client Engagement & Strategic Relationship Management

·         Build multi-threaded relationships at the executive, operational, procurement, environmental (and any other needed) levels within target accounts

·         Provide technical expertise and operational insight during client engagement, proposals, and strategic planning activities to enhance customer confidence, support value-based pricing strategies, and position Midwest as a trusted industry partner.

·         Establish and maintain strong relationships with key customers, industry stakeholders, and universities.

·         Serve as the voice of the customer internally – advocating for product roadmap priorities and service enhancements based on field intelligence

·         Address customer inquiries and feedback promptly.

·         Develop strategies to improve customer satisfaction and retention.

·         Conduct regular follow-up and on-site touch points with clients.

KRA3:  Technical Execution and Operational Collaboration

·         Coordinate and participate with field teams to ensure successful project execution.

·         Ensure alignment between sales and operations teams on major initiatives.

·         Maintain the forecast for area of responsibility/opportunities in the CRM system

·         Communicate impending large orders, events or promotions that affect volume, and any loss of volume or new products in a timely fashion

·         Coordinate with operations to balance customer requirements and account necessities, with application specialist availability, equipment resources availability, and work efficiency.   Include discussion of regular order flow, seasonal order flow, special project order flow and expedited (emergency) order flow.

  4:  Product Knowledge and Training

·         Maintain in-depth knowledge of Midwest's products and services. Stay updated on industry trends, technological advancements, and competitor offerings.

·         Educate clients on the features and benefits of Midwest's products. Conduct product demonstrations and training sessions to ensure clients understand how to use the products effectively

KRA 5:  Industry Events and Trade Shows    

·         Represent the company at industry trade shows, conferences, and events.

·         Network with potential clients and industry professionals.

·         Support in the preparation of marketing materials and product demonstrations.

KRA 7:  Reporting and Documentation

·         Maintain accurate and up-to-date records of sales activities, client interactions, and progress towards sales targets within CRM system. Keep lead status and “P Level” forecasts and notes up to date.

·         Conduct market research to identify trends, opportunities, and threats. Provide insights and recommendations to the GM and VP, Revenue based on market analysis.  

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 employer HSA contributions


• 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


• 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

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