Business Development Director

Description

Moove NA is a pioneer and national leader in lubricant distribution, delivering high-performance solutions across industrial, commercial, and passenger vehicle markets. With a comprehensive portfolio that includes premium brands like ExxonMobil and proprietary lines such as Medallion-Plus, DynaPlex21C, and Eco-Ultra, Moove NA is committed to quality, reliability, and innovation.

About the Company:

As a proud subsidiary of the Cosan/Moove Group, Moove NA is at the forefront of transforming the lubrication delivery industry. Backed by a global network of over 55,000 employees, we support businesses driving energy transition, streamline operations through integrated logistics, and pioneer new opportunities in sustainable innovation. Together, we move industries forward—toward a smarter, cleaner, and more sustainable future.

Our corporate culture is derived from our Moove Attitudes:

We're in This Together; Open Mind; Real Talk; Always Safe; Think Big, Act Simply

Job Summary:

The Business Development Director is the hunter of the national account team. A senior, externally credible individual accountable for opening, winning, and landing net-new accounts and volume that did not exist before. This role drives long-term, profitable growth by identifying, securing, and converting new enterprise-level customers, then handing landed accounts cleanly to the national account farming team. Working a single segment track (Commercial and Industrial customers), the Director positions Moove as a valued strategic partner from first contact and is measured on net-new gross profit amount, not account maintenance.

With a primary focus on new business development, the Director is accountable for identifying target accounts, converting them into a robust pipeline of high-value opportunities, and securing profitable new business across key customer segments including large Off-Highway Commercial Vehicles (Fleets, OEM / factory-fill, private label and dealer aftermarket), and industrial manufacturing.

Requirements

The ideal candidate is:

• A true hunter, comfortable with cold outreach, focused on opening, developing, and winning enterprise accounts.
• Commercially disciplined with a focus on profitable growth and margin, not revenue at any cost.
• An executive-level communicator, confident engaging C-suite leadership and key decision-makers.
• Strong in pipeline discipline, with a process-oriented approach to opportunity management and forecasting.
• Highly autonomous, driven, competitive, and entrepreneurial, with a strong sense of ownership.
• Skilled at uncovering customer pain points and positioning value-based solutions before pitching product.
• The ideal candidate is not:
• A relationship manager focused on maintaining accounts rather than winning new ones.
• A transactional deal-closer who relies on discounting to win business at any cost.
• More comfortable settling into accounts than continuously opening new ones.
• Reactive and activity-driven, without pipeline discipline or forecasting accuracy.

Role Breakdown

New Prospect Business Development - 75%

• Research, identify, and develop target accounts within the assigned segment and geographic footprint.
• Execute proactive cold-outreach strategies to generate opportunities and secure qualified appointments.
• Win net-new accounts and volume, accountable for GP$ on new business - balancing volume with margin so a landed account is worth having.

Handoff & Transition - 15%

• Hand landed accounts to the National Account team through the shared-credit transition window, ensuring signed volume survives into first-year revenue.
Support a clean transition so the account grows in the farmers' hands, then move on to the next target.

Internal Alignment - 10%

• Work cross-functionally with Operations, Supply Chain, Pricing, and Finance to ensure a new account can be served profitably before it is closed.
• Feed market and competitive intelligence back to the VP of Sales on where new volume and segments are opening.

Travel Requirements

• Approximately 40-60% overnight travel to develop new accounts.

COMPETENCY:

• To perform the job successfully, an individual should demonstrate the following competencies:
• Business Acumen - understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition; aligns work with strategic goals.
• Customer Focus - responds promptly to customer needs; solicits feedback to improve service; builds trust with decision-makers.
• Oral Communication - speaks clearly and persuasively in positive or negative situations; listens and gets clarification; responds well to questions.
• Planning / Organizing - prioritizes and plans work activities; uses time efficiently; maintains pipeline and forecast discipline.
• Teamwork - balances team and individual responsibilities; welcomes feedback; contributes to a positive team spirit.
• Ethics - treats people with respect; keeps commitments; inspires the trust of others.
• Dependability - follows through; takes responsibility for own actions; commits to the work required to reach goals.
• Drive / Initiative - operates with urgency and autonomy in complex sales environments; self-generates pipeline without prompting.

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.

EDUCATION / EXPERIENCE:

Bachelor's degree, technical degree, and/or military experience preferred, with 10+ years in B2B / industrial new-business or key-account acquisition and a proven record of opening and closing net-new enterprise accounts. Experience in the lubricants industry or adjacent industries is a plus.

COMPUTER SKILLS:

Knowledge of Word, Excel, and PowerPoint, and experience working in an enterprise-wide CRM (Salesforce) and Power BI.

EOE.