L&R Business Development Manager

About the role

The Business Development Manager “BDM” is responsible for driving revenue growth by identifying and securing new business opportunities while expanding relationships with existing customers within an assigned territory. This role promotes a broad portfolio of environmental, industrial, transportation, and emergency response services to commercial, industrial, and government clients. The ideal candidate is a self-directed, results-oriented seller who thrives in the field, applies a consultative approach, and can translate customer waste streams, compliance requirements, and operational challenges into safe, compliant, and cost-effective solutions. Success in this position requires the ability to develop long-term partnerships, generate recurring service opportunities, and cross-sell multiple business lines, including waste management, remediation, field services, and transportation.

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.
• Conduct onsite 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.

Requirements

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.

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.
• Proficiency with CRM systems, pipeline management, and sales reporting.
• Strong written and verbal communication skills, including the ability to develop proposals and present solutions.

Benefits

• Comprehensive health benefits coverage after 60 days of full-time employment.
• 401(k) with discretionary 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.