Regional Business Development Specialties

Environmental Specialties is seeking a highly motivated Business Development Specialist to drive revenue growth and expand market presence throughout the Mid-Atlantic region. This role focuses on developing strategic customer relationships, identifying and securing new business opportunities, and advancing complex engineered solutions within the pharmaceutical, biotechnology, research, healthcare, and industrial markets.

Responsibilities

• Develop and execute a regional sales strategy to achieve annual revenue, quote generation, and market penetration objectives.
• Identify, qualify, and cultivate relationships with key decision makers, influencers, and project stakeholders across target markets.
• Generate new business opportunities through proactive prospecting, industry networking, referrals, and strategic account development.
• Manage opportunities through the entire sales cycle, from lead qualification through contract award and project handoff.
• Consistently achieve or exceed quarterly and annual sales targets established by Sales Leadership.
• Develop customer-specific growth plans for strategic accounts and emerging market opportunities.
• Conduct site visits and customer discovery meetings to understand client objectives, technical requirements, decision-making processes, and purchasing criteria.
• Maintain disciplined follow-up and pipeline management to maximize opportunity conversion and forecast accuracy.
• Monitor market trends, competitive activity, customer needs, and industry developments to identify growth opportunities.
• Serve as the voice of the customer by providing market feedback and supporting new product development initiatives.
• Expand customer engagement by promoting the Company's full portfolio of environmental chambers, cold storage solutions, service contracts, and aftermarket offerings.
• Represent the Company at industry conferences, trade shows, and professional association events.
• Partner with Engineering, Estimating, Operations, and Sales teams to develop winning technical and commercial solutions.
• Facilitate collaboration between customer stakeholders and Company leadership as required to advance strategic opportunities.
• Ensure risks, technical challenges, and project requirements are identified early to support successful project execution.
• Participate in project debriefs and continuous improvement initiatives to strengthen future win rates.
• Maintain accurate and timely sales activity, opportunity data, forecasts, and customer communications within Dynamics CRM.
• Provide monthly market intelligence and pipeline updates to Sales Leadership.
• Support forecasting, budgeting, and sales performance reporting activities.
• Adhere to established sales processes, SOPs, and CRM best practices.

Requirements

• Bachelor’s degree in Engineering, Construction Management, Business, or a related technical discipline; equivalent industry experience will be considered.
• 3+ years of successful business development, technical sales, or engineered-solutions selling experience.
• Experience supporting pharmaceutical, biotechnology, life sciences, refrigeration, cold storage, or mission-critical facility markets preferred.
• Active participation in ISPE and/or PSDG preferred.
• Ability to understand and communicate technical solutions and project requirements.
• Ability to read and interpret architectural and engineering drawings.
• Knowledge of refrigeration, mechanical, electrical, or environmental control systems is preferred.
• Proficiency with Dynamics CRM, Teams, and Microsoft Office applications.
• Highly self-motivated with strong organizational and territory management skills.
• Demonstrated ability to build executive-level relationships and influence decision makers.
• Strong communication, presentation, negotiation, and closing skills.
• Analytical mindset with the ability to evaluate opportunities and develop strategic account plans.
• Proven ability to manage multiple projects and priorities in a fast-paced environment.
• High degree of integrity, professionalism, and customer focus.

Benefits

• Comprehensive health, dental, and vision plans.
• Life and disability insurance.
• Paid time off.
• 401(k) with employer match.
• Company vehicle allowance.
• Cellphone and laptop provided.
• Ongoing professional development and career advancement opportunities.

Schedule

• Office-based with up to 50% travel to markets in the Mid-Atlantic region.
• Frequent customer site visits and regional travel required.
• Remote/hybrid position supporting the Mid-Atlantic region; candidate must live within the region or in the RTP area of NC, with willingness to travel up to 50% of the time.