Industrial Business Development Representative

Operations & Strategic Accounts

Rockford, Illinois

Health Conservation, Inc. (HCI) is a national provider of mobile occupational health screening services serving employers throughout the United States. For more than 65 years, HCI has delivered hearing conservation, respiratory protection, vision screening, and occupational health compliance services directly at customer locations through a nationwide fleet of mobile testing units and field professionals.

Our customers include manufacturers, food processors, distribution centers, logistics companies, heavy industry, energy providers, construction organizations, and data centers that require reliable, high-throughput occupational health testing solutions.

Position Summary

HCI is seeking a highly motivated Industrial Business Development Representative to expand our presence within manufacturing, industrial, logistics, food processing, construction, energy, and data center markets throughout the United States.

This is not a traditional sales position.

The successful candidate will serve as a field-based business development professional focused on identifying qualified opportunities, building relationships, opening doors, and developing long-term customer partnerships that align with HCI's operational strengths and service capabilities.

This individual must develop a complete understanding of HCI's operational model, including field testing procedures, technician workflows, scheduling requirements, planning processes, service capacities, route efficiencies, and customer implementation standards.

The Industrial Business Development Representative will spend time in the field alongside HCI Technicians and Operations personnel to gain firsthand knowledge of how services are delivered and what makes a customer relationship successful.

This position reports directly to the Chief Operating Officer and works closely with the Director of Sales, Scheduling, Planning, Operations, and Contracts teams.

Primary Responsibilities

Business Development & Prospecting

• Develop new business opportunities through cold calling, facility visits, networking, referrals, trade associations, and industry events.

• Build relationships with Environmental Health & Safety Managers, Human Resource professionals, Plant Managers, Operations Leaders, Risk Managers, and executive decision-makers.

• Conduct regular facility visits throughout assigned territories.

• Develop and maintain a robust pipeline of qualified opportunities.

• Identify opportunities that align with HCI's service model and operational capabilities.

• Promote HCI's hearing conservation, respiratory protection, vision screening, and occupational health compliance services.

Market Development

• Focus business development efforts within manufacturing, industrial, logistics, food processing, warehousing, construction, energy, and data center environments.

• Research and target companies that present strong long-term partnership opportunities.

• Expand HCI's market share through disciplined prospecting and relationship-building activities.

• Represent HCI at industry conferences, trade shows, customer events, and professional association meetings.

Operational Alignment

• Develop a thorough understanding of HCI's field operations and service delivery processes.

• Understand technician staffing models, scheduling limitations, route planning considerations, and testing capacities.

• Work closely with Operations and Contracts teams to ensure opportunities are properly qualified before proposal development.

• Gather accurate customer information regarding employee populations, testing requirements, locations, scheduling needs, and operational expectations.

• Ensure opportunities transition smoothly from prospect to customer implementation.

Customer Relationship Development

• Conduct professional customer presentations and introductory meetings.

• Assist with proposal development and customer onboarding activities.

• Maintain strong communication throughout the customer development process.

• Identify opportunities for account expansion and long-term customer growth.

Administrative Responsibilities

• Maintain accurate CRM records and activity documentation.

• Track prospecting activity, meetings, facility visits, and pipeline development.

• Submit weekly activity and opportunity reports.

• Follow established processes and documentation requirements.

First 90 Days

Training & Field Immersion

• Ride with HCI Technicians and observe field operations.

• Learn hearing conservation, respiratory protection, vision screening, and occupational health testing services.

• Understand scheduling, planning, routing, and implementation processes.

• Develop familiarity with HCI's mobile testing units, trailers, and boothless testing capabilities.

• Gain a thorough understanding of HCI's operational expectations and customer service standards.

Business Development

• Begin regional prospecting efforts.

• Conduct customer visits and introductory meetings.

• Establish relationships within assigned markets.

• Build an active and measurable opportunity pipeline.

What Success Looks Like

The successful candidate will:

• Consistently meet prospecting and business development activity expectations.

• Conduct regular facility visits and customer meetings.

• Generate qualified opportunities that fit HCI's operational strengths.

• Demonstrate exceptional professionalism and communication skills.

• Follow established processes without taking shortcuts.

• Maintain strong relationships with both customers and internal teams.

• Represent HCI professionally at all times.

• Contribute to sustainable growth while protecting operational efficiency and customer satisfaction.

Qualifications

• Associate's Degree required; Bachelor's Degree preferred.

• Minimum 3-5 years of business development, industrial sales, manufacturing services, occupational health, safety services, compliance services, or related experience.

• Strong understanding of manufacturing and industrial business environments preferred.

• Exceptional communication, presentation, and relationship-building skills.

• Highly organized and self-motivated.

• Demonstrated ability to prospect and develop new business opportunities.

• Experience utilizing CRM systems and Microsoft Office products.

• Valid driver's license and acceptable driving record.

Travel Requirements

• Regional and national travel required.

• Frequent facility visits within assigned territories.

• Ability to travel independently and effectively manage a territory.

Compensation & Benefits

• Competitive base salary

• Performance-based incentive compensation

• Health, dental, and vision insurance

• Paid time off

• 401(k) plan

• Travel reimbursement

• Professional development opportunities

Health Conservation, Inc. is an Equal Opportunity Employer committed to operational excellence, customer satisfaction, and continuous improvement.