Environmental Business Development Manager

Company Overview
Safety-Kleen Systems, a Clean Harbors company, is dedicated to excellence and has a strong sense of tradition. Our entire business model revolves around keeping North American businesses environmentally friendly. We generate significant revenue as a world-class environmental service organization and market leader in industrial hazardous waste management, parts-cleaning technology, and oil re-refining. Every day, we help our customers resolve their waste management needs and reduce their carbon footprint.

Job Description
We are seeking a Containerized Waste Sales Specialist to contribute to our safety-focused team. This specialist will be directly responsible for driving profitable revenue growth in the SKE CWS line of business, focusing on 100% business development. The ideal candidate will reside in specific geographic territories, including Marlborough, MA, Salisbury, MA, Cranston, RI, West Brookfield, MA, and Barre, VT.

Responsibilities:

• Ensure Health and Safety is the primary focus by adhering to safe work practices, policies, and processes, and acting safely at all times.
• Drive revenue growth in SKE CWS Services across assigned territories, meeting target Company goals and consistently exceeding outside revenue expectations.
• Pursue new and profitable SKE CWS Services business through cold calling, networking, internal and external leads, existing customers, and other associated methods.
• Be the Subject Matter Expert for SKE CWS Services within the assigned geographic territory or region, possessing in-depth knowledge of technical capabilities, market dynamics, and competitor information.
• Establish an in-depth understanding of competitive pricing, market rates, and market dynamics to ensure acceptable win rates at acceptable margins.
• Collaborate with Sales leadership and others to formulate, develop, prioritize, and implement market strategies, market penetration, and business goals and objectives for assigned job types within the specific line of business.
• Attend Business Development Meetings, District Sales meetings, Branch Meetings, and conference calls to maximize communication with local Sales Representatives and Account Managers regarding technical expertise, line of business enhancements, value proposition, and competitor updates as needed.
• Develop and employ a specific business development strategy that includes a plan to clearly define each customer's non-price value proposition, ensuring the decision-making process around each opportunity is fully assessed and substantive discussions with all decision-makers are conducted to influence decision-making criteria.
• Maintain focus on cross-selling other Company services, communicating any evidence of customer or prospect need to the appropriate Company sales agent, and utilizing existing relationships to create access to account contacts for other Sales Representatives and/or Account Managers.
• Communicate with local Business Development agents (Sales Representatives and Account Managers) regarding specific line of business capabilities to ensure effective communication of advantages provided versus competitors' services.
• Communicate in advance to a salesperson or business development agent any plan to contact or call on a customer or prospect owned by said salesperson or agent, assist with significant job scopes and customer appointments as necessary.
• Maintain company/contact information and document all sales calls, customer visits, and business opportunities in Salesforce.

Qualifications:

• High school diploma or equivalent required.
• 3 years of environmental industry and/or sales experience.
• Experience with waste determination and waste disposal technologies preferred.
• Working knowledge of business development, revenue enhancement, and market penetration required.
• Excellent interpersonal, presentation, and communications skills.
• Customer Service orientated.
• Subject matter expert for the product line (CWS).
• Consistently utilize Salesforce to manage and update assigned accounts.
• Negotiating skills required.
• Weekly territory travel is required, with overnight travel as needed.

Benefits:

• Base compensation commission opportunities.
• Comprehensive health benefits coverage after 30 days of full-time employment.
• Group 401K with company matching component.
• Opportunities for growth and development throughout your career.
• Generous paid time off, company-paid training, and tuition reimbursement.
• Positive and safe work environments.