MARLIE PARK GROUP

CONFIDENTIAL SEARCH | Greater Boston, MA

Compensation: $95,000-$105,000 base + sales incentive/commission opportunity
Sales Focus: Outside sales - 80% new business development & 20% account management on existing business.   
Travel: Approximately 50%, based on customer and business needs
Work Style: Field-focused; this is not intended to be a primarily home-office sales role

 Position Overview

Marlie Park Group is conducting a confidential search for a Senior Business Development Executive on behalf of a growing provider of specialized temperature-controlled storage and clean-room solutions. The role will focus on the rental and sale of refrigerated storage units and related controlled-environment solutions for organizations with temporary, overflow, project-based, or external temperature-control needs.

This is a true outside-sales role built around strategic, consultative business development. The successful candidate will spend significant time in the market developing relationships, identifying customer needs, and creating new opportunities rather than relying primarily on inbound orders or price-driven selling.

The Greater Boston market represents substantial untapped opportunity. Approximately 80% of the role will focus on developing new business, with the balance supporting and expanding a small existing account base.

Target Markets & Customer Applications

Customers may include organizations across industries where reliable temperature-controlled storage or clean-room capacity is critical, including:

·   Pharmaceutical and life sciences

·   Biomedical and laboratory environments

·   Engineering and technical operations

·   Food manufacturing, processing, and distribution

·   Other businesses requiring temporary or external temperature-controlled capacity

Key Responsibilities

·   Develop new business throughout the Greater Boston market and assigned territory, with the majority of time focused on prospecting, relationship development, and opportunity creation.

·   Build a robust pipeline through direct outreach, networking, referrals, industry relationships, field activity, events, and other targeted business-development efforts.

·   Engage prospects and customers to understand operational, infrastructure, project, financial, timing, and temperature-control requirements.

·   Develop consultative solutions that align customer needs with available rental, sale, storage, and controlled-environment capabilities.

·   Manage the full sales lifecycle from prospecting and qualification through needs assessment, proposal development, presentation, negotiation, closing, implementation coordination, and ongoing account development.

·   Build credibility with executive and senior-level decision-makers while also developing productive relationships with operational, facilities, engineering, purchasing, and other key stakeholders.

·   Expand business within existing accounts by identifying additional applications, projects, locations, and future needs.

·   Partner closely with internal operations, technical, engineering, financial, and leadership resources to ensure proposed solutions are commercially sound and operationally deliverable.

·   Maintain accurate CRM records, pipeline activity, opportunity status, forecasts, next steps, and strategic account information.

·   Represent the company at customer meetings, industry events, conferences, networking functions, and other market-development opportunities.

What Success Looks Like

·   Consistently creates qualified new-business opportunities rather than waiting for inbound demand.

·   Builds meaningful customer engagement through substantive calls, emails, virtual meetings, and in-person meetings - not simply high outbound activity or unanswered calls.

·   Develops trusted-advisor relationships and competes on value, responsiveness, judgment, and customer experience rather than price alone.

·   Builds an active, credible pipeline and converts opportunities into profitable rentals, equipment sales, projects, and long-term customer relationships.

·   Maintains strong forecast and CRM discipline while keeping opportunities moving through complex buying processes.

·   Learns the product offering and customer applications quickly and can effectively connect customer problems to commercially viable solutions.

Ideal Candidate Profile

·   Approximately 5-7+ years of progressive business development, strategic account management, or consultative B2B sales experience.

·   Demonstrated success developing new business and building a territory, market, or customer base rather than primarily servicing incoming orders.

·   Experience selling complex, high-value solutions such as capital equipment, rental solutions, industrial products, infrastructure, project-based services, technical solutions, or comparable B2B offerings.

·   Cold-chain, refrigeration, temperature-control, clean-room, pharmaceutical, biomedical, food, or related industry experience is helpful but not required.

·   Strong ability to learn technical products and applications quickly, ask thoughtful questions, exercise sound commercial judgment, and deliver a high-quality customer experience.

·   Comfortable selling to multiple stakeholders and developing relationships with executive and C-suite decision-makers.

·   Strong business and financial acumen with the ability to communicate ROI, operational value, cost considerations, and long-term business impact.

·   Self-directed, accountable, organized, and comfortable spending significant time in the field.

·   Strong communication, presentation, negotiation, relationship-management, and follow-through skills.

·   Experience using CRM systems for pipeline management, forecasting, account planning, and activity tracking.

·   Bachelor's degree preferred; equivalent relevant professional experience may be considered.

·   Ability and willingness to travel approximately 50%, with actual travel varying based on customer and business needs.

Performance Measures

Success will be evaluated using a combination of business results and meaningful sales activity, including:

·   New business revenue and profitable growth

·   Qualified pipeline development and opportunity creation

·   Sales conversion and close rates

·   Strategic account growth and customer retention

·   Forecast accuracy and CRM discipline

·   Development of new markets and customer relationships

·   Meaningful customer conversations and meetings across phone, email, virtual, and in-person channels

·   Quality, profitability, and long-term potential of business secured

Compensation & Travel

Compensation: $95,000-$105,000 base, depending on experience, plus sales incentive/commission opportunity.

Travel: Approximately 50%, varying with customer activity, territory needs, and business opportunities. Candidates should be comfortable with a field-oriented outside-sales model and regular face-to-face customer engagement.

Equal Opportunity Employer

Our client is an Equal Opportunity Employer and is committed to providing equal employment opportunities to all qualified applicants and employees without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, disability, genetic information, veteran status, or any other characteristic protected by applicable federal, state, or local law.