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Business Development Manager - Laboratories

Montrose Environmental

Durham, NC

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JOB DETAILS
SKILLS
Analysis Skills, Animation, Blog, Business Development, Business-to-Business (B2B), Chemistry, Communication Skills, Competitive Research, Consultative Sales, Consulting, Continuous Improvement, Customer Escalations, Customer Relations, Customer Relationship Management (CRM), Customer Satisfaction, Customer Support/Service, Customer/Client Research, Data Quality, Engineering Consulting, Environmental Engineering, Environmental Regulations, Environmental Sciences, Federal Government, Financial Analysis, Forecasting, Interwoven, Laboratory, Laboratory Management, Leadership, Manufacturing, Marconi/MSI Planet, Market Trend Analysis, Marketing, Meet Sales Quota, Onboarding, Petrochemicals, Problem Solving Skills, Project/Program Management, Purchase Orders, Regulations, Request for Proposals (RFP), Revenue Growth, Revenue/Sales Reporting, Risk Analysis, Risk Management, Sales, Sales Administration, Sales Closing Skills, Sales Cycle, Sales Forecasting, Sales Prospecting, Sales Qualification, Salesforce.com, Status Reports, Strategic Accounts, Strategic Planning, Team Player, Territory Development, Test Plan/Schedule, Test Program, Testing, Thought Leadership, Time Management, Trade Shows, Waste Management, Webinar, White Papers, Willing to Travel, Work From Home
LOCATION
Durham, NC
POSTED
Today
About Us

At Onterris, we build careers grounded in purpose, responsibility and real-world impact.

"For Planet and Progress" is our north star that guides everything we do. We believe environmental responsibility and human progress are interconnected, interwoven and international. Our scientists, engineers, field teams, consultants and professionals collaborate across disciplines and geographies, guiding industries and governments, ensuring that communities and environments thrive.

When you join us, you're not just forging a career, you're joininga movement. A movement for better thinking, smarter solutions and lasting impact.

Together, we will advance our way of life and protect the integrity of our environment every step of the way.

We're looking for a Business Development Manager to join our growing sales team.

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.

  • Environmental Consulting and Engineering Firms
  • Ports and Harbors
  • Federal, Municipal, and Local Agencies
  • Petrochemical Refining and Energy
  • Waste to Energy
  • Waste Management
  • Industrial and Manufacturing
A Day in the Life

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 Durham, NC laboratory.

Reporting to the VP of Sales, you will be:
  • 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.
As a BDM you are:
  • A natural networker, able to cultivate 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 that promotes customer engagement to generate sales.
  • Asking the right questions at the right time to move the engagement forward and uncover the need and the real challenges of the client/project.
Our Ideal Candidate

To perform this job successfully, individuals must be able to perform each duty and responsibility satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.
  • 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
  • You show up embodying Onterris' commercial team values:
    • Clients Are our North Star
    • Wake up and Win
    • Operate with Empathy
    • Be Bold and Curious
    • Own It
    • One Montrose
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

Curious about what the first few months on the job will look like?

In your first 3 months, you will:
  • Meet the Enthalpy/Montrose team and be introduced to each of our functions through a series of 1:1s and formal onboarding to learn our services by visiting our clients and labs
  • Participate in our monthly Sales Skills Development program across the entire Montrose sales community where you will engage and learn with over 40 top notch sellers.
  • Interact with our CRM to understand our sales cycle and how we track our revenue growth and key client interactions
  • Build relationships with other members of the Sales Team through group discussions and 1:1 meetings
  • Begin working with a predetermined client set


Why Be Part of Our Team?

Onterris is a unique place. We have six core values that not only inform how we make decisions and service our clients but also animate our interactions as a team.

Competitive compensation package: Salary based on experience and commissions/bonuses uncapped, but targeted at 20-35%. We offer awesome perks like unlimited vacation time, group benefits, generous 401K matching and the pleasure of being surrounded by inspiring colleagues and clients who share the passion for in the industry and our mission.

Onterris is a leading global environmental solutions company partnering with organizations to solve complex challenges where environmental pressures, regulatory expectations and operational risks intersect. Guided by our mission to advance the way of life without compromising the integrity of our environment, we believe environmental responsibility and human progress are fundamentally connected. Our scientists, engineers, field teams and consultants apply systems thinking that unites science, data and practical expertise to deliver solutions that strengthen our clients' resilience, mitigate risk and protect the air, water and soil that sustain communities, while uncovering responsible paths forward for planet and progress. For more information, visit www.onterris.com.

We are an equal opportunity employer and encourage applications from people of all backgrounds. We acknowledge that these experiences and perspectives help to enrich our teams and contribute to our ongoing success. We are committed to providing access and reasonable accommodation in our employment for all applicants. For US residents, click here to learn more.

About the Company

M

Montrose Environmental

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