BUSINESS DEVELOPMENT REPRESENTATIVE

Role Summary

The Business Development Representative is responsible for identifying, developing, and qualifying new business opportunities that expand Wilson Lumber Company's market presence and support profitable sales growth.

This role leads business development efforts across North Alabama while also developing Commercial and Multifamily opportunities throughout the Southeast. The Business Development Representative is expected to actively build relationships with prospective customers, contractors, developers, general contractors, architects, property owners, and other key industry partners who can create meaningful sales opportunities for Wilson Lumber.

This is a field-focused, growth-oriented position. Success requires disciplined prospecting, strong market coverage, effective relationship development, consistent CRM execution, and the ability to move prospects from initial contact to qualified opportunities and first-order wins.

The Business Development Representative works closely with Sales Management, Account Managers, Outside Sales, Multifamily Sales, Estimating, Installed Sales, and other Wilson Lumber divisions to ensure opportunities are properly qualified, pursued, and transitioned.

Scope of the Position

The Business Development Representative is based in Huntsville, Alabama, and is responsible for driving new business development throughout North Alabama, while also identifying and developing Commercial and Multifamily opportunities across the Southeast. The role builds Wilson Lumber’s market presence by targeting high-potential accounts and projects, developing relationships with key decision-makers, and creating sustainable, profitable sales opportunities that align with Wilson Lumber’s capabilities and growth strategy.

Regular field travel is required throughout North Alabama, with additional regional travel throughout the Southeast based on targeted accounts, projects, and market opportunities.

Responsibilities

Responsibilities expected of this position include, but are not limited to, the following:

Market Development & Prospecting

• Lead proactive business development and prospecting efforts throughout North Alabama.
• Identify and pursue Commercial and Multifamily opportunities throughout the Southeast.
• Build and continuously maintain a prioritized target-account and target-project pipeline.
• Research markets, projects, companies, and decision-makers to identify opportunities that align with Wilson Lumber's capabilities.
• Develop relationships with builders, contractors, developers, general contractors, property owners, architects, designers, purchasing teams, and other industry influencers.
• Schedule and conduct prospect meetings, jobsite visits, project discussions, discovery meetings, and other field activities.
• Maintain consistent market presence through industry associations, networking opportunities, customer events, and strategic partnerships.

Opportunity Development

• Qualify prospective customers and projects based on revenue potential, product fit, geography, timing, decision-making process, competitive position, and overall strategic value.
• Identify opportunities to grow Wilson Lumber sales while creating pull-through opportunities for the Company's vertically integrated products and services.
• Develop a clear understanding of each prospect's business, purchasing process, project pipeline, challenges, and decision criteria.
• Work with Sales Management and the appropriate sales team members to establish pursuit strategies for high-value accounts and projects.
• Coordinate with Multifamily Sales, Estimating, Installed Sales, Account Managers, Outside Sales, and other departments when opportunities require additional expertise or resources.
• Support opportunities through initial discovery, qualification, quoting, relationship development, and first-order conversion.
• Ensure qualified opportunities are transitioned effectively to the appropriate salesperson or team for long-term account management.

Commercial & Multifamily Business Development

• Develop relationships with Commercial and Multifamily decision-makers throughout the Southeast.
• Monitor the market for upcoming projects and identify opportunities early enough for Wilson Lumber to influence specifications, product selection, bidding, and purchasing decisions.
• Build relationships at multiple levels within targeted organizations rather than relying on a single point of contact.
• Develop a working understanding of project schedules, bidding processes, material requirements, and competitive conditions.
• Coordinate internally to determine whether prospective projects align with Wilson Lumber's operational capacity, geographic reach, product offering, and profitability expectations.
• Help position Wilson Lumber as a strategic building-materials and services partner rather than solely a material supplier.

Customer & Internal Relationships

• Represent Wilson Lumber professionally in customer offices, jobsites, industry events, and throughout the communities and markets we serve.
• Develop strong relationships with prospects while setting realistic expectations regarding Wilson Lumber's capabilities.
• Communicate customer and market intelligence to Sales Management and other appropriate departments.
• Work collaboratively across Wilson Lumber divisions to develop solutions that create value for customers and profitable growth for the Company.
• Acknowledge and promptly address prospect and customer questions or concerns while involving the appropriate internal resources when needed.
• Perform other job-related duties as assigned by management.

Position Qualifications

• Demonstrated success in prospecting, business development, outside sales, or new-account acquisition.
• Strong ability and willingness to initiate relationships with new prospects and decision-makers.
• Effective listening, communication, presentation, negotiation, and relationship-development skills.
• Ability to conduct effective discovery conversations and identify customer needs, business challenges, and sales opportunities.
• Ability to develop relationships with senior-level decision-makers as well as field-level contacts.
• Strong understanding of construction, building materials, or related industries.
• Commercial and/or Multifamily construction knowledge strongly preferred.
• Ability to understand construction projects, project stakeholders, purchasing processes, and sales cycles.
• Strong organizational and time-management skills with the ability to manage a geographically dispersed pipeline.
• Self-directed and comfortable spending significant time prospecting and developing new relationships.
• Team-oriented and able to coordinate effectively across Sales, Estimating, Operations, Installed Sales, and other departments.
• Strong problem-solving and analytical skills.
• Comfortable using HubSpot or another CRM to manage prospecting activity, pipeline, and follow-up.
• Working knowledge of Microsoft Office Suite.
• Ability and willingness to travel regularly throughout the assigned markets.

Education and Experience

• High school diploma or equivalent required.
• Four-year degree in business, construction, marketing, or a related field preferred.
• Minimum of four years of sales, business development, construction, or related experience preferred.
• Building-materials or construction-industry experience strongly preferred.
• Experience developing Commercial and/or Multifamily accounts or projects preferred.
• Demonstrated experience generating new business rather than solely managing an existing customer base strongly preferred.

Physical Requirements

• Sit, stand, and walk frequently.
• Regular automotive travel to customer offices, jobsites, industry events, and Wilson Lumber locations.
• Ability to work in and adapt to various environments, including offices, lumberyards, production facilities, and active construction jobsites.
• Ability to comply with applicable safety requirements while visiting jobsites and operational facilities.

You will be expected to follow any other job-related instructions and perform other job-related duties as requested by management.