Business Development Manager

Montrose Environmental Group•Arvada, CO

1d•$95,000 - $120,000•Remote

About The Position

ABOUT YOU Are you an experienced sales professional selling regulatory air compliance LDAR M21 services and ready to join an inclusive work environment, committed to delivering value to clients? If the answer is, “Yes!” then we have an exciting Full-time career opportunity for you on our BD team as a Business Development Manager, downstream compliance (refining/petrochemical). We’re looking for a Business Development professional with extensive Sales Force pipeline management experience to join our growing Sales Team. This position can be remote; however, preferred locations are Denver, Houston or Los Angeles to interact regularly in person with clients/prospects and our operational teams and ops centers. Montrose Environmental Group, Inc. is a high-growth Environmental Services company offering Measurement and Analysis services, along with Remediation and Response, to a diverse range of clients throughout North America and abroad. Our qualified engineers, scientists, technicians, associates, and policy experts are proud of our ability to objectively help our clients achieve environmental compliance and meet their voluntary environmental operations objectives. About Montrose’s Air Compliance Group We are for planet and progress. We believe in helping protect the air we breathe, the water we drink and the soil that feeds us. Our division supports clients’ regulatory monitoring & reporting obligations. We monitor emissions from their facilities using industry standard and the latest sensor technology and continuous emissions monitoring through our partner network. We design monitoring networks, install hardware and provide monitoring and advisory services through our proprietary Emissions Data Management Platform (EDMP). Clients work with Montrose to ensure compliance with applicable environmental regulations as well as to support voluntary monitoring programs as part of their commitment to operating responsibly within their industry and communities. About the Business Development (BD) Manager Role The BD Manager has a wide range of duties associated with increasing sales as well as fostering strong relationships with our existing customer base. Reporting to the Vice President of Sales, your primary responsibilities will be to:

Requirements

Has a proven successful sales track record generating and managing pipeline, sales funnel and managing enterprise sales processes to close through Sales Force
Lead generation and business development: The ability to proactively prospect, pursue and qualify leads (discovery through questions/curiosity), and assemble talking points, introductory emails, and prospecting scripts. You need to be able to write independently
Portfolio management: Can manage a portfolio that meets or exceeds quota/targets and always have a clear comprehension of the accounts in your pipeline (stage, probability and timing to close, key actions to move them forward), and to proactively mitigate the risks of losing clients.
Disciplined sales hygiene: You can proactively engage in high quality sales administration activities, such as a development and maintenance of strategic account plans, sales forecasts and analytics and other reporting, consistently using our CRM (Salesforce) as the primary source of truth for client data.
A natural networker, able to cultivate internal and industry relationships from the start and deepen over time; capable of identifying and building relationships with key contacts and “right fit” ideal client companies.
A client centric advisor, able to identify and filter your clients’ specific pain points and use a consultative approach to the customer engagement to position Montrose offerings to address their business needs.
You have 5+ years of selling experience with a proven track record of success in business development for technical services or products, preferably in environmental related fields
An undergraduate degree in a technical field (ie, chemistry, engineering, life sciences)
A Montrose client storyteller, you have mastered the art and science of the sales conversation, asking the right questions at the right time to move the engagement forward and uncover the need and the real challenge
Ability to style flex and sell to a variety of client personas
Curious, courageous and challenges the status quo and offers alternative solutions to problems
A team player, not a lone wolf; you value the power of collaboration with your teammates and leaders. Our sales process is highly collaborative with our technical experts and operational leaders.
Accountable, you own your decisions, choices and behavior and adjust accordingly
Empathetic and generous, assuming positive intent – you have the ability to put yourself in others shoes
An analytical thinker who thrives on solving problems and are of a growth mindset
A voracious and continuous learner; you interrogate and inquire to learn
Positive and resilient in challenging and high paced environments; you do the job that’s needed, without being asked, and you anticipate problems and have a plan
A self-starter with exceptional time management skills and the ability to thrive in a remote work environment; you can step up and lead when you need to.
Your approach to business development is to operate proactively with a plan and not be opportunistic or reactive
A strong communicator, presenter and influencer; you get to the point and tell it straight and have the ability to challenge
You clarify expectations up front, and follow through
Coachable: you’re open to feedback and adjusting along the way
Proficient with Microsoft Excel, Word, PowerPoint, and Gmail
Strong proficiency with CRM best practices (Sales Force or similar)
Enjoy business travel (within the USA), as much as 50%

Nice To Haves

Many of the above are nice-to-haves and not all are necessary so even if you are missing a few from the list, please apply anyway. We’d love to meet you!

Responsibilities

Manage all your business development activity through Sales Force
Prospect and identify new accounts from Marketing Qualified Leads (MQLs) and by leveraging the latest prospecting software platforms to connect Montrose with clients researching solutions
Be a solutions expert for clients as they develop plans to be in compliance with forthcoming air monitoring regulations for hazardous air pollutants such as ethylene oxide, benzene and others.
Qualify leads via phone, email, face to face meetings, research and manage web enquires
Schedule and facilitate discovery calls with prospects and clients and coordinate meetings, special events (i.e., lunch/learns), and travel with subject matter experts (SME)
Attend conferences and trade shows to represent Montrose and be a brand ambassador
Facilitate and coordinate quote/proposal/RFP production and delivery to client from initial contact through purchase order, working with our Proposal Center and Operational teams
Meet quarterly sales targets generated from proactive selling activity
Prepare monthly reports highlighting sales, quote activity, pipeline forecast, salient client commentary, and market conditions (identify opportunities and risks)
Ensure customer satisfaction by monitoring and communicating with clients, making performance changes when necessary, and by sharing results with the Senior Management Team.
Practice safe work practices by following all Company safety rules and OSHA regulations, including attendance at all required safety training programs.
Keep up-to-date and current on industry trends by completing formal training, reviewing professional publications, and attending professional workshops
Be willing to assist/participate in thought leadership marketing activities such as webinars, blog. posts, white papers, etc.

Benefits

Mentorship and professional development resources to advance your career
Direct exposure to our industry’s leading experts who are solving the world’s toughest environmental challenges
An entrepreneurial environment where you can learn, thrive and collaborate with talented colleagues
Opportunities to engage and contribute to our Diversity, Fairness and Inclusion and Women Empowering Leadership employee resource groups
Competitive compensation package: annual salary ranging from $95,000 - $120,000/annually + Revenue Performance Incentive Plan, commensurate with accomplishments, performance, credentials and geography
Competitive medical, dental, and vision insurance coverage
401k with a competitive 4% employer match
Progressive vacation policies, company holidays and paid parental leave benefits to ensure work/life balance
A financial assistance program that supports peers in need, known as the Montrose Foundation
Access to a student loan planning tool to optimize your student loan payoff plans and compare student loan rates with lenders.