Business Development Manager, Brokered Disposal Services - Remote Ohio

Key Responsibilities

• Develop, maintain, and expand relationships with brokers and referral partners.
• Serve as the primary point of contact for assigned broker accounts.
• Provide technical support using experience in RCRA and State regulations and knowledge of various Crystal-Clean facility and 3rd party capabilities.
• Conduct regular meetings, presentations, and business reviews with brokers.
• Educate brokers on company services, capabilities, and competitive advantages.
• Provide brokers with sales tools, marketing materials, and service updates.
• Ensure brokers are informed of new service offerings and market opportunities.
• Generate new revenue opportunities through broker partnerships.
• Identify and recruit new broker relationships within target markets.
• Develop strategic plans to increase broker-generated revenue.
• Possess the ability to prospect and qualify opportunities referred by brokers.
• Support customer acquisition efforts through broker channels.
• Collaborate with internal sales teams to close opportunities.
• Attend industry related events and trade shows when beneficial to the overall sales objective.
• Coordinate customer introductions and meetings.
• Aid in preparing proposals, pricing packages, and service agreements.
• Manage broker-referred opportunities through the sales cycle.
• Ensure timely follow-up on leads and opportunities.
• Maintain accurate records of broker activity and sales opportunities in CRM systems.
• Track opportunity status and communicate updates to brokers.
• Maintain involvement to assure follow-through when an opportunity may include other Crystal Clean service verticles.
• Identify market trends and emerging business opportunities.
• Research competitive activity and broker networks.
• Participate in industry associations, conferences, and networking events.
• Develop strategic relationships within targeted industries and geographic markets.
• Promote company services to environmental consultants, engineering firms, contractors, and industrial clients.
• Maintain strong relationships with brokers and customers.
• Ensure smooth onboarding and service implementation for new clients.
• Address broker and customer concerns promptly.
• Coordinate with operations and customer service teams to resolve issues.
• Promote long-term partnerships and customer retention.
• Work closely with: Business Development Managers, Operations Managers, Transportation Teams, Environmental Services Teams, Industrial Services Teams, Customer Service Representatives, Finance and Billing Departments.
• Establish communications with other areas of Crystal Clean Sales efforts, including Industrial Services, to ensure the proper pricing is maintained as not to put other Crystal Clean sales efforts at a pricing disadvantage.
• Support cross-functional efforts to ensure successful service delivery.
• Provide market intelligence and broker feedback to management.
• Maintain CRM records and broker databases.
• Submit weekly activity reports and pipeline updates.
• Track broker-generated revenue and performance metrics.
• Manage contract documentation and referral agreements.
• Participate in sales meetings and training programs.

Business Development

• Generate new revenue opportunities through broker partnerships.
• Identify and recruit new broker relationships within target markets.
• Develop strategic plans to increase broker-generated revenue.
• Possess the ability to prospect and qualify opportunities referred by brokers.
• Support customer acquisition efforts through broker channels.
• Collaborate with internal sales teams to close opportunities.
• Attend industry related events and trade shows when beneficial to the overall sales objective.

Customer & Broker Satisfaction

• Maintain strong relationships with brokers and customers.
• Ensure smooth onboarding and service implementation for new clients.
• Address broker and customer concerns promptly.
• Coordinate with operations and customer service teams to resolve issues.
• Promote long-term partnerships and customer retention.

Internal Collaboration

• Work closely with: Business Development Managers, Operations Managers, Transportation Teams, Environmental Services Teams, Industrial Services Teams, Customer Service Representatives, Finance and Billing Departments.
• Establish communications with other areas of Crystal Clean Sales efforts, including Industrial Services, to ensure the proper pricing is maintained as not to put other Crystal Clean sales efforts at a pricing disadvantage.
• Support cross-functional efforts to ensure successful service delivery.
• Provide market intelligence and broker feedback to management.

Performance Metrics (KPIs)

• Revenue Growth
• Broker-generated revenue
• New customer acquisition
• Gross profit generated
• Revenue growth within assigned territory
• Broker Development
• New broker relationships established
• Active broker accounts
• Broker retention rate
• Referral volume
• Sales Activity
• Broker meetings conducted
• Customer introductions completed
• Proposals submitted
• Opportunities advanced through pipeline
• Customer Success
• Customer retention rate
• Service satisfaction scores
• Contract renewal rates

Education & Essential Qualifications

• Bachelor's degree in Business, Marketing, Environmental Science, or related field preferred.
• Equivalent industry experience may be considered.
• Track record of utilizing RCRA and State regulations to identify wastes that are suitable for various Crystal Clean facilities and 3rd party disposal outlets.

Company Information

• Crystal Clean LLC is an Equal Opportunity Employer.
• Crystal Clean expressly values diversity, equity, and inclusion, and encourages the applications of individuals from diverse backgrounds, so that Crystal Clean reflects the communities and customers that we serve.
• The anticipated salary/hourly range for this position is $111,000-$130,000, and includes benefits such as the following:
• Health, Dental and Vision insurance
• Wellness Program
• Flexible Spending Accounts
• Life Insurance
• Long-Term Disability
• Employee Assistance Program
• Tuition Reimbursement