Business Development Manager - Laboratories

Montrose Environmental Group•Houston, TX

1d•Remote

About The Position

Onterris Laboratories is seeking a Business Development Manager (BDM) to join their sales team and drive B2B sales across North America, supporting their Houston, TX laboratory. The role involves proactively prospecting, pursuing, qualifying, and closing leads, assisting clients with environmental regulations and testing programs through a consultative sales process, cultivating existing relationships, managing leads and accounts to achieve sales goals, and completing sales administration activities. The BDM will also be responsible for maintaining strategic account plans, sales forecasts, and reporting using Salesforce, traveling as needed for client visits and conferences, developing solutions with the Enthalpy laboratory network and Subject Matter Experts, facilitating quote/proposal/RFP production, monitoring customer and market activity, ensuring customer satisfaction, escalating client concerns, and preparing weekly/monthly sales reports. The role also includes identifying opportunities and risks, participating in continuous improvement programs, and supporting thought leadership marketing activities like webinars and blog posts.

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.