Business Development Executive

The Business Development Executive will drive new revenue for Dirty Hands by selling our merchandising services to natural CPG brands. This is a hunting role. You will build your own pipeline, run discovery conversations that uncover what a brand actually needs, and move those opportunities from proposal to close.

• Build and sustain a self-sourced pipeline through cold outreach, email, networking, store-checks, and industry events, without waiting for leads to be handed over. 
• Conduct market research to find emerging brands and untapped opportunities that fit Dirty Hands. 
• Represent Dirty Hands at trade shows and networking events, building relationships that convert into qualified opportunities. 
• Use store-level data and shelf photos captured by our field teams, along with SPINS data, to surface opportunities and show prospective brands what is happening with their products at retail. 

• Lead discovery conversations that uncover a brand's goals, gaps, and buying criteria before proposing a solution.
• Translate what you learn in discovery into tailored pitches and case studies that show the value of Dirty Hands' merchandising services.
• Deliver sales presentations, pulling in data, case studies, and internal experts when they strengthen the pitch.

• Own the full deal cycle from first meeting through proposal, negotiation, and signed contract.
• Develop and present proposals that clearly connect Dirty Hands' services to the outcomes a brand is trying to reach.
• Drive consistent follow-up so opportunities keep moving and do not stall between stages.
• Negotiate and close agreements that work for both the brand and Dirty Hands.

• Grow existing accounts by spotting new opportunities and turning strong relationships into new revenue.
• Coordinate with strategy and merchandising leadership, pulling them in to shape offers and keeping them informed as deals develop.
• Contribute to lead generation campaigns and pass what you are seeing in the market back to the team.

• Keep opportunities accurate and current in our CRM so the pipeline and forecast reflect reality.
• Report on sales activity and progress against targets on a regular cadence.
• Stay current on industry trends, retailer programs, competitor offerings, and Dirty Hands' internal programs to refine how you sell.

Three areas matter most for this role: prospecting and creating your own opportunities, running discovery and selling, and moving deals through follow-up, proposals, and close. Strength across all three is what we look for first, so be ready to show real, specific experience in each. 

• 3+ years of experience in a business development or sales role. Experience within the natural CPG industry at a brand, broker, or merchandiser is a plus.
• A track record of prospecting and creating your own opportunities, not just working inbound or assigned leads.
• Demonstrated success in discovery and selling, turning what you learn about a brand into a pitch that lands.
• A proven record of carrying deals through follow-up, proposals, and to a signed close, consistently against a target.
• Experience selling services or solutions, not only products, into CPG brands is strongly preferred. 
• Prior experience selling in a remote, self-directed role is strongly preferred. This is not a first remote job; you should already know how to run your own pipeline and stay disciplined without in-person structure. 
• An existing network of brand or retailer relationships in natural CPG is a strong plus. 

• Self-motivated and resilient, able to keep building your own pipeline through the grind and the rejection that outbound selling involves.
• A genuine listener who uncovers what a brand actually needs before pitching a solution.
• Persistent through follow-up and negotiation, keeping deals moving without letting relationships go cold.
• Clear and persuasive with the people who own the decision, from a founder or CEO to a VP of sales, and able to make the financial case when a CFO is in the room.
• Disciplined about where you spend your time, and organized enough to run several opportunities at once without dropping any.

• Comfortable working in a CRM to manage your pipeline, track activity, and report on progress. We use HubSpot; experience with it is a plus.
• Able to work with syndicated and store-level data, including SPINS, and turn it into a clear, persuasive case for a brand.
• Confident building polished pitches and proposals that hold up in front of brand decision-makers.
• Proficient in Google Workspace or Microsoft Office.

• Willingness to travel up to 12 weeks per year to attend trade shows, client meetings, time in the field with our merchandising teams, and other in-person events.
• Able to work in a seated position for extended periods of time.