Business Development Manager

$105,000 - $130,000/Yr

Montrose Environmental Group - Santa Fe, NM

Full-time - Mid Level

Remote - Santa Fe, NM

Administrative and Support Services

About the position

Montrose Environmental Group, Inc. is seeking a Business Development Manager to join our expanding US Sales Team. This role is pivotal in driving sales and nurturing relationships with our existing customer base in the Gulf Region. As a high-growth Environmental Services company, Montrose offers Measurement and Analytical services, as well as Environmental Resiliency and Sustainability services to a diverse clientele across North America and beyond. Our team, composed of qualified engineers, scientists, technicians, and policy experts, is dedicated to facilitating constructive collaboration between industry, the public, and regulators on environmental opportunities. The Business Development Manager will report directly to the Vice President of Sales and will be responsible for a variety of tasks aimed at increasing sales and enhancing customer relationships. This includes prospecting and identifying new accounts from Marketing Qualified Leads (MQLs) and utilizing advanced prospecting software to connect with potential clients. The BD Manager will serve as the primary point of contact for an assigned book of business, coordinating meetings, special events, and travel with subject matter experts. Additionally, the role involves attending conferences and trade shows to represent Montrose and develop key account plans for top customers. The ideal candidate will possess a strong background in lead generation and business development, with the ability to manage a portfolio that meets or exceeds sales targets. They should be disciplined in sales hygiene, maintaining strategic account plans and utilizing CRM systems effectively. A natural networker, the candidate must be able to cultivate relationships and adopt a consultative approach to address client needs. With a minimum of 5 years of selling experience in technical services or products, preferably in environmental fields, the candidate should be a strong communicator and a team player, capable of thriving in a fast-paced environment. The role also requires a willingness to travel, primarily within the Gulf region, up to 50%.

Responsibilities

• Prospect and identify new accounts from Marketing Qualified Leads (MQLs) and leverage prospecting software platforms.
• Qualify leads via phone, email, and research, responding to web inquiries for OGI services and products.
• Serve as the main point of contact between clients and Montrose for an assigned book of business.
• Schedule sales appointments with prospects and clients, coordinating meetings and special events.
• Attend conferences and trade shows to represent Montrose and act as a brand ambassador.
• Develop and execute key account plans for top Montrose customers to maintain and grow business.
• Facilitate and coordinate quote/proposal/RFP production and delivery to clients.
• Meet quarterly sales targets generated from proactive selling activity.
• Prepare monthly reports highlighting sales, quote activity, pipeline forecast, and market conditions.
• Ensure customer satisfaction by monitoring and communicating with clients, making performance changes when necessary.
• Practice safe work practices by following all company safety rules and OSHA regulations.
• Stay current on industry trends through formal training and professional publications.
• Participate in thought leadership marketing activities such as webinars and blog posts.

Requirements

• 5+ years of selling experience with a proven track record in business development for technical services or products, preferably in environmental fields.
• Ability to proactively prospect, pursue, and qualify leads, and assemble effective communication materials.
• Experience managing a portfolio that meets or exceeds sales quotas/targets.
• Proficient in sales administration activities, including strategic account plans and sales forecasts.
• Strong networking skills to cultivate relationships with key contacts and ideal client companies.
• Client-centric approach to identify and address specific client pain points.
• Strong communication, presentation, and influencing skills.

Nice-to-haves

• Familiarity with CRM best practices (Salesforce or similar).
• Experience in environmental services or related fields.
• Ability to adapt sales style to various client personas.
• Experience in thought leadership marketing activities.

Benefits

• Competitive compensation package with an annual salary ranging from $105,000 to $130,000.
• Potential performance-based incentive of 25-35% paid quarterly.
• Unlimited vacation time.
• Group benefits including health insurance.
• Generous 401K matching.
• Opportunity to work with inspiring colleagues and clients.