Business Development Manager

Position Overview

The Business Development Manager “BDM” reports to the President/CEO and is responsible for driving revenue growth by identifying and securing new business opportunities while expanding relationships with existing customers within an assigned territory. BDMs promote a broad portfolio of environmental, industrial, transportation, and emergency response services to commercial, industrial, and government clients. This position is based in Florida, supporting our growth in the Southeast in a hybrid remote/on-site capacity, with travel to regional branches to support ongoing growth.

Key Responsibilities

• Generate new revenue by prospecting, qualifying, and closing net-new customer accounts within the assigned territory.
• Develop and maintain a strong pipeline of opportunities sufficient to consistently achieve or exceed sales targets.
• Cover site visits to identify customer waste streams, environmental needs, compliance gaps, and service opportunities.
• Prepare and present proposals, pricing, and service solutions aligned with customer requirements and company capabilities.
• Cross-sell the full portfolio of services, including waste management, transportation, remediation, industrial cleaning, and emergency response.
• Establish relationships with key decision makers such as EHS, operations, maintenance, and procurement leaders.
• Collaborate with operations, transportation, and technical teams to ensure accurate scoping, pricing, and service execution.
• Maintain disciplined CRM usage, including activity tracking, opportunity updates, and forecasting.
• Monitor market conditions, competitor activity, and emerging opportunities within the territory.
• Support collections, contract renewals, and customer retention efforts as needed.
• Represent the company in a professional manner while adhering to all safety and compliance requirements.
• Perform other related duties as assigned.

Desired Qualifications

• Strong work ethic with a safety-first mindset.
• Ability to work independently or part of a team while managing multiple tasks and deadlines.
• Proven track record of winning net-new business in a field or outside sales role, ideally within environmental, industrial, waste, or related B2B services.
• Demonstrated success prospecting from a cold start, building a robust pipeline, and consistently meeting or exceeding quota.
• Strong ability to uncover customer pain points and translate waste streams, compliance obligations, and operational risks into service solutions.
• Experience selling both project-based work and recurring service programs.
• Comfortably operate in a fast-paced, performance-driven environment with clear revenue expectations.
• Skilled negotiator with the ability to close business and accelerate sales cycles.
• Effective at calling on multiple stakeholders including EHS, operations, maintenance, and procurement.
• Highly self-motivated; able to work independently, manage territory activity, and maintain disciplined follow-up.
• Proficient in CRM utilization, opportunity tracking, and forecasting.
• Valid driver’s license and willingness to travel extensively within the territory.
• Education and Experience Required:
• Bachelor’s degree in business, marketing, environmental science, or a related field preferred; equivalent combination of education and relevant sales experience will be considered.
• 3+ years of successful outside B2B sales experience required; experience in environmental services, industrial services, waste management, transportation, or related markets strongly preferred.
• Demonstrated history of prospecting, developing net-new accounts, and consistently achieving or exceeding revenue targets.
• Experience selling into industrial, manufacturing, construction, utilities, or government customers preferred.
• Familiarity with environmental compliance requirements, waste characterization, or regulated service environments is a plus.
• Experience using CRM platforms to manage pipeline, activity, and forecasting required.

Benefits

• Comprehensive health benefits coverage after 60 days of full-time employment.
• 401(k) with possible yearly company match.
• Company paid STD, LTD, and life insurance.
• Company paid time off and holidays.
• Career path programs and ongoing company paid training.
• Family culture with positive and safe work environments.