Business Development Manager - Environmental Lab
Montrose Environmental Group Inc.

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

Enthalpy Analytical 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.

All to deliver peace of mind.

We start by taking the time to listen and really understand your specific needs and goals, so we can figure out the best way for us to work together to support your operations. And we use our unmatched experience to both zero in on the root causes of immediate issues, and highlight challenges and opportunities we see on the horizon.

We don't just develop comprehensive analytical services and environmental solutions; we implement them equally efficiently. Our deep in-house knowledge base gives us the brain power and real-world understanding to employ standard methods as appropriate, but also go beyond the expected and create new methods as necessary.

That's how we help you avoid unforeseen compliance issues, stay on top of evolving regulatory requirements, and tackle your toughest challenges.

Enthalpy Analytical's 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 know how important your data is. 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

Enthalpy Analytical 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 in the Atlantic region (VA, MD, NC, SC, WV)

Reporting to the VP of Sales, you will be:

• Proactively prospecting, pursuing and qualifying leads
• Courageously and proactively pursuing business development opportunities
• 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 up to 50% for client visits, territory development and 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 SMEs.
• 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 the Senior Management Team
• Overseeing the effective communication from the laboratory staff with customers on testing procedures, results and problems
• 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
• Looking for an outward facing presence at conferences, client sites, and can entertain high value clients

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 to the 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.

The above statements are intended to describe the general nature of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties and skills required of employees so classified. If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact 949-988-3500 or careers@montrose-env.com for assistance.

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 environment, doing business development, presenting to small, medium and large audiences, with technical degree/experience

You are best described as:

• 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 others shoes
• A voracious and continuous learner; you interrogate and inquire to learn and "get clear"
• 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 Enthalpy's 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
• Manage inbound leads and leads generated from our Marketing Team (MQLs)

Why Be Part of Our Team?

Enthalpy 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: annual salary ranging from $65,000- $90,000 with a potential performance-based incentive of 10-35% paid quarterly.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.

HIRING PROCESS & DETAILS

Location: This role is remote based

Our Hiring Process

To give you more insight into what to expect, qualified, selected candidates will have:

• Step 1: Complete a short on-line profile assessment
• Step 2: Video call with our HR Business partner. In this call, we will cover the basics of the role and our company, and discuss a high-level overview of your past experiences, goals and interest in this role.
• Step 3: Second video call with the VP of Sales to dive deeper into your experiences, goals and sales approach.
• Step 4: Final interview with the EVP of Business Development and a few other members of our team. During this interview, you may be asked to present to highlight your experience through a formal presentation
• Step 5: References checked for the successful candidate(s).

While not all applicants will be selected to go through the interview process, we do aim to respond to all applications when possible. #LI-MEG

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