Sales - Senior Specialist

Duracell is the world’s leading manufacturer and marketer of high-performance alkaline batteries, with a portfolio of specialty, rechargeable, and professional power solutions that run critical devices worldwide. As part of Berkshire Hathaway, Duracell pairs a rich history of innovation with a culture built on integrity, accountability, fast decision-making, and a “can-do” attitude. Its B2B Sector leads the Professional Aftermarket business globally under the PROCELL brand.

The Sales Senior Specialist, CRM Hunter is a new-business-development role within Duracell’s NA B2B Aftermarket division (Procell / Procell Professional). As the organization shifts from a distributor-first model to a vertical-first, Direct-to-Professional (DTP) growth strategy, the CRM Hunter serves as the front-line “feet on the street” responsible for identifying, engaging, and signing up individual end-user properties and facilities that no one at Procell calls on today.

Working hand in hand with Vertical Account Managers (VAMs), who engage at the corporate and enterprise level from the top down, the CRM Hunter works from the ground up, building relationships at the property and facility level across priority verticals including Hospitality & Cruise, Government & Public Sector, Industrial MRO, Facilities & Property Management, and Higher Education. Together, the VAM and CRM Hunter create a powerful preferred partnership agreement selling motion: corporate specification from the top, property-level sign-up from the bottom, and distribution fulfillment through the best available channel partner.

This role is embedded within the Grow & Fix bucket of the organization, the engine of the company’s plan to grow from $120M to $200M in revenue. The CRM Hunter is expected to build pipeline intelligently, maintain 3x pipeline discipline, convert opportunities into closed revenue, and route volume through the optimal distributor. 

This role reports to the Director of Sales.

Key Responsibilities:

Intelligent Prospecting & New Business Development

Use TAM models, vertical market intelligence, distributor sell-through data, and AI-powered prospecting tools to identify and research the highest-value end-user targets across priority verticals (Hospitality, Government, Industrial, Facilities/Property Management, Higher Education).

Build a qualified pipeline through multi-channel outreach and on-site discovery, sizing each opportunity and maintaining 3x pipeline coverage against quota.

Preferred Partnership Agreement Selling & VAM Collaboration

Partner with Vertical Account Managers (VAMs) to win from both directions: VAMs secure corporate-level specification and enterprise agreements, while the CRM Hunter signs up individual properties and facilities on the ground.

Activate property-level relationships that validate and accelerate VAM-led enterprise pursuits, and feed field intelligence on competitive activity and local distributor performance back to the team.

Strategic Selling & Value Positioning

Sell Procell’s premium value through a consultative, ROI-driven approach—using CreDify and the Procell cost calculator to demonstrate total cost of ownership and operational savings, not price.

Build specification power so Procell becomes the spec’d brand in procurement systems, and pursue cooperative contract vehicles (NASPO, Sourcewell, OMNIA, GSA 51V) and new channel pathways.

Distribution Routing & Channel Coordination

Route closed business through the best available distribution partner (e.g., Bunzl, Veritiv, HD Supply, Ferguson, Fastenal, Grainger), creating pull-through demand rather than competing with existing relationships.

Flag distribution gaps, brand-split issues, or fulfillment breakdowns to Distributor QBs and leadership.

Pipeline Management & Reporting

Maintain rigorous CRM discipline in Salesforce—accurate staging, activity logging, and forecasting—and report weekly on pipeline health, conversion, and field activity.

Leverage AI-powered CRM and prospecting tools (Clay, Apollo, LinkedIn Sales Navigator) to compress research time and maximize selling time.

Market Intelligence & Competitive Awareness

Serve as the organization’s eyes and ears in the field, monitoring competitive activity, distributor brand-split dynamics, pricing movements, and emerging customer needs.

Provide actionable intelligence on vertical trends, procurement shifts, and new TAM opportunities back to