Business Development Manager - Laboratories

About the role

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 joining a 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 busin