Recruit, train, coach, and manage a team of Business Development Managers and account executives across multiple states — including interfacing with third-party sales resources supporting the territory, setting performance goals, monitoring KPIs (revenue, pipeline conversion, forecast accuracy, client retention), and conducting regular performance reviews for direct reports. Working knowledge of environmental regulatory frameworks (e.g., EPA programs, state environmental agency requirements) as they relate to laboratory testing and compliance; ability to speak credibly about analytical testing at the method level (e.g., EPA 8260, 8270, 6010, 300.0, 624/625) or a demonstrated track record of learning technical service offerings quickly.