Senior Consultant, Director of Sales

Onterris•Irvine, CA

9d•$130,000 - $160,000•Remote

About The Position

The Sales Director is responsible for the strategic growth and promotion of Onterris consulting services in their area of the country. The Sales Director role is divided into Eastern and Western US states. Sales focuses on geographical areas that complement our operational footprint, with an emphasis in the West on the West Coast, Pacific Northwest, Central and Mountain/Permian Regions; in the East on the Northeast, Great Lakes, Mid Atlantic, South Atlantic and Gulf Coast regions. The Directors region is generally divided from Oklahoma/ Texas to the west and Arkansas/Missouri to the east. Other locations/territories will be considered for strategic growth in a region identified by existing clients, additional market pursuits and areas of growth through Onterris office locations and regional consulting expertise. The Sales Director will manage a team of regional sales professionals who maintain strong relationships with strategic clients, pursue new business with new clients, and work to share the broad services of Onterris. This position will support sales in all areas of business to include environmental consulting, remediation, emergency response, resilience and recovery, response management, industrial hygiene, safety preparedness, toxicology, risk assessment, etc. to key client sectors including: upstream, midstream, and downstream oil & gas; chemical manufacturing storage and transportation; in-land marine; railroad; power generation; disaster recovery and restoration; mining; infrastructure; government services; and, emergency response contractors and specialized service providers. The Sales Director will primarily be responsible for the identification and business development of new opportunities within their region of the US with existing and new customers, driving large proposals to timely delivery, coaching and teaming with other members of their team to support clients, and being a leader in understanding changes in environmental regulations that best support customers in their area of the US. The Sales Director will report to the Sales VP. The compensation range for this role is $130,000 to $160,000 USD, in addition to an annual bonus and commission eligibility commensurate with experience, skills, and geographic location

Requirements

BA/BS in Science or other related field
Minimum 10 years of experience in sales, client relationship management, and business development roles, preferably in technical/scientific services
Strong scientific background with the ability to learn and understand technical content
Excellent verbal and written communication skills
Ability to listen and problem-solve
Demonstrate strong proficiency in creating and delivering presentations to clients, often composed of industry experts
Dynamic, motivated, and results-oriented creative thinker and problem-solver, willing to work hands-on as needed in a strong team-oriented environment
Strong sales management skills, experienced coach, enjoys mentoring others and strong team player
A good planner who multi-tasks efficiently and maintains a productive balance between gaining new and servicing existing customers across a diverse geography
Possesses strong computer skills in a Mac and Windows-based environment and strong knowledge of the Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)
Possess knowledge of utilizing Sales Force as a CRM
Enjoy traveling for business, often alone, across the country, arranging for yourself hotel, airfare, rental car, etc.
Enjoy people, conversation, entertainment, and socializing
Skilled in expense management and efficient spending of company resources
Responsive and quick to engage in solutions, potentially after hours and weekends
Manage multiple streams of communication including email, phone conversations, Teams chat, group text threads, Slack, LinkedIn, and other social media content engagement

Responsibilities

Develop and maintain relationships targeted at strategic growth and development of opportunities
Responsible for expansion of and maintenance of existing Sales Team’s strategic accounts to include active contract management and current rate sheet communication
Works with the Marketing team to create outreach marketing material and strategy for conference participation
Maintains Customer Relationship Management (CRM) (i.e., Sales Force) with all leads, opportunities, prospects, and logged customer engagements to track metrics, share analysis and insights with leaders to drive activity and support the overall health of the business
Make sales and marketing calls to prospective and existing clients including office visits, lunch n learns, and entertainment activities
Develops and implements creative sales and marketing techniques
Achieves sales objectives at the margins specified by leadership
Attend conferences, symposiums, trade shows, and industry meetings to market the services of the business
Assists with obtaining master service agreements (MSAs) and collection efforts, as needed
Prospect and identify strategic accounts within the geography, qualify leads, and serves as the main point of contact between Customers and resources of the business
Schedule sales appointments with prospects and clients, coordinate meetings, host presentations and webinars, and travel with subject matter experts (SME)
Lead strategy development processes for organic growth and bring the required strategic market and competitive knowledge necessary to achieve growth
Facilitate and coordinate quote/proposal/RFP production and delivery to client from initial contact through purchase order
Conduct and support client engagement activities to strengthen our relationships with our clients and increase our understanding of their needs
Provide input into the development and implementation of the sales and business development plan
Provide support and oversight to regional Team
Review team budget and spending that may include expense report and time approvals for Team
May require greater than 40-hour workweeks and occasional remote and/or in-person weekend travel/work, especially as it pertains to opportunistically chasing work arising from natural disasters and emergency responses
Travel and/or on the road in front of clients 50% of time
Grow the sales pipeline through the identification and qualification of new business opportunities that are consistent with strategic priorities in a manner that takes full advantage of the entire company’s capabilities
Support the development of strategies that improve the quality and depth of market and competitor intelligence to influence and enhance win probability
Performs such other duties as assigned