Business Development Manager - Laboratories

Montrose Environmental Group•Bakersfield, CA

1d•Remote

About The Position

Onterris is a national network of accredited environmental laboratories that provides clients with responsive turnaround, best-in-class testing support, innovative science, regulatory expertise, and high-quality data. Our teams of project managers, environmental scientists, chemists, consultants, and industry experts have the experience to understand a wide range of analytical testing needs and offer best-in-class support to a diverse group of industries including Environmental Consulting and Engineering Firms, Ports and Harbors, Federal, Municipal, and Local Agencies, Petrochemical Refining and Energy, Waste to Energy, Waste Management, and Industrial and Manufacturing. The Onterris Laboratories sales team is a group of high-performing, skilled professionals with a focus on selling environmental testing to national, regional and local engineering consulting firms, local, regional and federal government agencies, and end user industrial clients across North America. We’re looking for a Business Development Manager (BDM) to tackle B2B sales across the country, supporting our Orange, CA laboratory. Reporting to the VP of Sales, you will be responsible for proactively prospecting, pursuing, qualifying and closing leads, assisting clients navigate complex environmental regulations and develop testing programs through a consultative sales process, cultivating existing relationships and developing strategies to grow key relationships, managing leads and accounts to achieve sales goals, and completing sales administration activities such as tracking data and using the CRM to report on status and progress. You will also be responsible for disciplined sales hygiene, including development and maintenance of strategic account plans, sales forecasts and analytics, and other reporting, consistently using Salesforce as the primary source of truth for client data. Travel will be required as needed to visit clients, for territory development and to attend conferences/trade shows. You will help develop solutions for clients by working with and leveraging the extensive technical resources of the Enthalpy laboratory network and Subject Matter Experts (SMEs), and facilitate and coordinate the quote/proposal/RFP production and delivery to clients from initial contact through purchase order. You will continually monitor customer, market, and competitor activity, providing insights to internal and external stakeholders, and ensure customer satisfaction by monitoring and communicating with clients, making performance changes when necessary, and sharing results with leadership and operational teams. You will escalate client questions and concerns to management to ensure client satisfaction and prepare weekly/monthly reports highlighting sales, quote activity, pipeline forecast, salient client commentary, and market conditions. You will identify opportunities and risks, especially those that will substantially alter our value proposition and risks created by failing to keep up with market trends. You will participate in company’s continuous improvement programs and provide support to team efforts, and be willing to assist/participate in thought leadership marketing activities such as webinars, blog posts, white papers, etc.

Requirements

Experience in environmental sales space, including business development and presenting to small, medium and large audiences, with technical degree/experience
Curious, courageous and quick-witted by nature
A team player, not a lone wolf; you cooperate and help your teammates and leaders
Empathetic and generous, assuming positive intent– you have the ability to put yourself in other’s shoes
A voracious and continuous learner; you interrogate and inquire to learn and get clarity on the client’s objective
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
A strong communicator and influencer; you get to the point and tell it straight

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.

Responsibilities

Proactively prospecting, pursuing, qualifying and closing leads
Assisting clients navigate complex environmental regulations and help them develop testing programs through a consultative sales process anchored on curiosity and problem solving
Cultivating existing relationships and looking to develop strategies to grow key relationships
Managing your leads and accounts, and working to achieve your sales goals to develop and close new business
Completing sales administration activities, such as tracking data and using the CRM to report on status and progress
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.
Traveling as needed to visit clients, territory development and attend conference/trade shows
Helping to develop solutions for your clients by working with and leveraging the extensive technical resources of the Enthalpy laboratory network and Subject Matter Experts (SME)
Facilitating and coordinating the quote/proposal/RFP production and delivery to client from initial contact through purchase order
Continual monitoring of customer, market, and competitor activity, providing insights to internal and external stakeholders
Ensuring customer satisfaction by monitoring and communicating with clients, making performance changes when necessary, and by sharing results with leadership and operational teams.
Escalating client questions and concerns to management to ensure client satisfaction
Preparing weekly/monthly reports highlighting sales, quote activity, pipeline forecast, salient client commentary, and market conditions.
Identify opportunities and risks, especially risks that will substantially alter our value proposition and risks created by us failing to keep up with market trends
Participating in company’s continuous improvement programs and provide support to team efforts
Be willing to assist/participate in thought leadership marketing activities such as webinars, blog posts, white papers, etc.