Business Development Manager

Arbill Industries Inc•Richmond, VA

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About The Position

The Business Development Manager is a primary driver of new business growth and net-new client acquisition. This role leads complex, consultative sales cycles from initial prospecting and discovery through proposal development, RFx response, negotiation, and close. The BD Manager engages senior stakeholders to deeply understand operational, safety, and compliance challenges, positioning Arbill as a strategic partner rather than a transactional vendor. Leveraging Arbill’s full suite of safety products and services, the BD Manager designs tailored, value-driven solutions that deliver measurable impact while building profitable, long-term client relationships.

Requirements

Bachelor’s degree required.
10+ years of experience in Safety and/or industrial sales, or related industries.
Resilience, persistence, and competitiveness, with the ability to push through rejection, stalled deals, and complex buying processes.
Demonstrated innovative and entrepreneurial approach to business development, including creating opportunities where none previously existed and driving growth.
Possess a hunter’s mindset with a strategic lens.
Proven success in consultative, solution-based business development involving long, complex sales cycles with multiple stakeholders.
Demonstrated ability to manage complex, enterprise-level client relationships.
Self-motivated, dynamic, and ambitious mindset with comfort operating in a fast-pace environment.
High emotional intelligence with the ability to build trust and gain consensus.
Strategic, data-driven thinker with strong judgment and decision-making skills.
Excellent written and verbal communication skills, including executive presentations and proposal development.
Technically proficient with CRM platforms, reporting tools, and presentation software.
Willingness to travel for client presentations, meetings, and other industry events.

Responsibilities

Relentlessly hunt for new business by identifying, engaging, and converting net-new accounts within target verticals and territories.
Drive profitable top-line revenue growth through new client acquisition.
Own end-to-end, consultative sales cycles, from prospecting through close.
Source, qualify, and advance complex sales opportunities involving multiple stakeholders, long sales cycles, and customized safety solutions.
Develop and execute disciplined outbound prospecting strategies (cold outreach, referrals, industry networking) to consistently build and replenish pipeline.
Identify and pursue new opportunities through trade shows and industry events, Group Purchasing Organizations (GPO), strategic partnerships and collaboration with marketing and internal teams.
Apply disciplined sales strategies and close plans to move complex opportunities forward, overcome stalls, and drive deal progression.
Lead discovery-driven sales conversations to deeply understand customer pain points, operational risks, and compliance challenges before designing solutions.
Position Arbill as a strategic safety partner by articulating ROI, risk reduction, and operational impact to senior and executive-level decision makers.
Operate with an entrepreneurial mindset, taking full ownership of territory strategy, pipeline development, and new-business growth.
Develop proposals, respond to RFx opportunities, and negotiate client agreements.
Partner with leadership to support pricing strategies, promotions, and negotiations.
Maintain accurate pipeline, forecasting, and reporting using CRM and weekly updates with rhythm.
Maintain a strong activity-based sales discipline, tracking prospecting, meetings, deal progression, and close plans to ensure consistent performance.
Collaborate cross-functionally with Operations, Supply Chain, EHS, and vendors to develop the customer solution.
Analyze market trends, customer needs, and competitive activity to inform strategy.
Build long-term, trust-based client relationships through proactive communication and solution-oriented engagement.
Balance hunter mentality with long-term relationship building, transitioning new clients into durable, multi-site, multi-solution partnerships.
Continuously expand safety and industry knowledge to deliver best-in-class safety solutions.