Job Title: Business Development Representative FLSA: Exempt Reports To: Senior Director of Aftermarket Sales Job Category (EEO Description): Sales Workers Job Code (EEO Code): 4 Job Family: Sales Customer Service Affirmative Action Job Group and Description: 4A Sales Workers SUMMARY: The Business Development Representative is responsible for generating sales by supporting the onboarding, field activation, and operational execution of strategic National accounts in the on-highway heavy duty commercial vehicle industry, in close coordination with the Aftermarket sales team. The role applies an in the field style, firsthand skillset to secure sales with a a value selling approach, consistent adoption of programs at the store/branch level and proper execution of strategic account commitments. All activities, including branch visits, distributor engagement, and fleet-type account support, are coordinated to ensure alignment with strategic objectives. ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned. Strategic Account Onboarding & Activation: • Support the onboarding of new accounts directed by the Aftermarket sales team. • Conduct field-level activation visits to branches, distributor partners, and customer sites. • Train branch personnel on program portfolio, product knowledge and value proposition. • Assist in troubleshooting early-stage obstacles to adoption, under the guidance of the sales team. • Serve as a firsthand resource to ensure smooth transition from new account award to operational execution. Branch & Distributor Support: • Execute branch-level support activities assigned by the Aftermarket sales team, including product demonstrations, training, and education. • Reinforce program goals expectations and best practices across strategic accounts and other Independent Distributor networks. • Increase field presence, ensuring branches understand and execute account commitments. Field Execution Coordination: • Conduct customer visits, ride-along, and branch engagements at the direction of the Aftermarket team. • Support fleet-type accounts as they emerge, helping lay the groundwork for adoption and execution. • Serve as the liaison between internal teams and branches to resolve issues and ensure aligned execution. Cross-Functional Coordination: • Collaborate with Product, Marketing, Warranty, Customer Care, and other teams under the to support strategic account activation. • Communicate branch-level Voice of Customer (VOC) feedback to leadership to inform improvements in execution. Reporting & Performance Tracking: • Track progress on strategic account onboarding, branch adoption, and early-stage execution, reporting to the Aftermarket sales team. Maintain accurate records in CRM and other tools as directed. • Maintain accurate records in CRM and other tools as directed. Provide updates on issues, milestones, and observations to Aftermarket sales team. CORE COMPETENCIES: Strategic Skills • Business Acumen • Functional and Technical Skills • Problem Solving • Dealing with Ambiguity Operating Skills • Time Management • Informing • Organizing and Planning Courage • Conflict Management • Standing Alone Energy and Drive • Action Oriented • Passion and Drive for Results • Collaboration Organizational Positioning Skills • Presentation and Written Communication Skills • Comfort Around Higher Management Personal and Interpersonal Skills • Customer Focus • Approachability • Negotiating • Ethics and Values • Integrity and Trust • Listening • Composure SUPERVISORY RESPONSIBILITIES: This position has no direct supervisory responsibilities. QUALITY RESPONSIBILITIES: In daily work, an employee is responsible to maintain or exceed the degree of excellence requested by the internal and external customers of this department. This includes following established policies, following ISO 9001 & 14001 policies, business practices, and work instructions, using problem-solving techniques to solve root causes of problems, and viewing quality as customer satisfaction. Shaw Development expects all employees to take pride in their work, in our company and appearance. QUALIFICATIONS: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. EDUCATION and/or EXPERIENCE: Experience in sales, related field, and/or a combination of education and experience. Knowledge of the on highway commercial vehicle industry. Previous experiences in working with external customers, cross-functional teamwork and working in an environment translating customer needs into technology solutions. Technical background, or equivalent experience in a technical field preferred. CERTIFICATES, LICENSES, REGISTRATIONS: None required. LANGUAGE SKILLS: The applicant must have the ability to read, analyze, and interpret common scientific and technical journals, financial reports, source control drawings, technical specifications, quality and contractual documents, respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community and be able to effectively present information to internal and external customers. 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 talk or listen. The employee frequently is required to stand, walk; sit; and use hands to finger, handle, or feel. The employee is occasionally required to reach with hands and arms; stoop, kneel, crouch, or crawl; and use hands and fingers to write, operate a computer keyboard, mouse, and telephone keypad. The employee must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 35 pounds. Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus. 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. Office settings, frequent travel; exposed to manufacturing facilities. TRAVEL: 90% travel. This position is remote but will be based out of the assigned sales territory. An Equal Opportunity Employer / VET / Disability