What are the responsibilities and job description for the Business Development Manager position at Enthalpy Analytical?
We’re looking for a Business Development Manager to join our growing sales team.
Enthalpy Analytical is a national network of accredited environmental laboratories that provides clients with responsive turnaround, best-in-class testing support, innovative science, regulatory expertise, and high-quality data.
Our teams of project managers, environmental scientists, chemists, consultants, and industry experts have the experience to understand a wide range of analytical testing needs and offer best-in-class support to a diverse group of industries.
The Enthalpy Analytical sales team is a group of high-performing, skilled professionals with a focus on selling environmental testing to national, regional and local engineering consulting firms, local, regional and federal government agencies, and end user industrial clients across North America.
We’re looking for a Business Development Manager (BDM) to tackle B2B sales in North Los Angeles and San Joaquin Valley, CA areas.
Reporting to the Regional Sales Manager (RSM), you will be:
OUR IDEAL CANDIDATE
To perform this job successfully, individuals must be able to perform each duty and responsibility satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.
Curious about what the first few months on the job will look like?
In your first 3 months, you will:
Enthalpy is a unique place. We have six core values that not only inform how we make decisions, service our clients, and animate our interactions as a team.
As a key member of our team, you can expect:
Location: This role is remote based
Our Hiring Process
To give you more insight into what to expect, qualified, selected candidates will have:
Step 1: Complete a short on-line profile assessment
Step 2: Video call with our HR Business partner. In this call, we will cover the basics of the role and our company, and discuss a high-level overview of your past experiences, goals and interest in this role.
Step 3: Second video call with the RSM and/or VP of Sales to dive deeper into your experiences, goals and sales approach.
Step 4: Final interview with the EVP of Business Development and a few other members of our team. During this interview, you may be asked to present to highlight your experience through a formal presentation (Optional)
Step 5: References checked for the successful candidate(s).
While not all applicants will be selected to go through the interview process, we do aim to respond to all applications when possible.
Enthalpy Analytical is a national network of accredited environmental laboratories that provides clients with responsive turnaround, best-in-class testing support, innovative science, regulatory expertise, and high-quality data.
Our teams of project managers, environmental scientists, chemists, consultants, and industry experts have the experience to understand a wide range of analytical testing needs and offer best-in-class support to a diverse group of industries.
- Environmental Consulting and Engineering Firms
- Ports and Harbors
- Federal, Municipal, and Local Agencies
- Petrochemical Refining and Energy
- Waste to Energy
- Waste Management
- Industrial and Manufacturing
The Enthalpy Analytical sales team is a group of high-performing, skilled professionals with a focus on selling environmental testing to national, regional and local engineering consulting firms, local, regional and federal government agencies, and end user industrial clients across North America.
We’re looking for a Business Development Manager (BDM) to tackle B2B sales in North Los Angeles and San Joaquin Valley, CA areas.
Reporting to the Regional Sales Manager (RSM), you will be:
- Proactively prospecting, pursuing and qualifying leads
- Assisting clients navigate complex environmental regulations and help them develop testing programs through a consultative sales process anchored on curiosity and problem solving
- Cultivating existing relationships and looking to develop strategies to grow key relationships
- Managing your leads and accounts, and working to achieve your sales goals to develop and close new business
- Completing sales administration activities, such as tracking data and using the CRM to report on status and progress
- Disciplined sales hygiene: You can proactively engage in high quality sales administration activities, such as a development and maintenance of strategic account plans, sales forecasts and analytics and other reporting, consistently using our CRM (Salesforce) as the primary source of truth for client data.
- Traveling up to 50% for client visits, territory development and conference/trade shows
- Helping to develop solutions for your clients by working with and leveraging the extensive technical resources of the Enthalpy laboratory network and Subject Matter Experts (SME).
- Facilitating and coordinating the quote/proposal/RFP production and delivery to client from initial contact through purchase order
- Continual monitoring of customer, market, and competitor activity, providing insights to internal and external stakeholders
- Ensuring customer satisfaction by monitoring and communicating with clients, making performance changes when necessary, and by sharing results with leadership and operational teams.
- Escalating client questions and concerns to management to ensure client satisfaction
- Preparing weekly/monthly reports highlighting sales, quote activity, pipeline forecast, salient client commentary, and market conditions. Identify opportunities and risks, especially risks that will substantially alter our value proposition and risks created by us failing to keep up with market trends
- Participating in company’s continuous improvement programs and provide support to team efforts
- Be willing to assist/participate in thought leadership marketing activities such as webinars, blog posts, white papers, etc.
- A natural networker, able to cultivate relationships from the start and deepen over time; capable of identifying and building relationships with key contacts and “right fit” ideal client companies.
- A client centric advisor, able to identify and filter your clients’ specific pain points and use a consultative approach that promotes customer engagement to generate sales.
- Asking the right questions at the right time to move the engagement forward and uncover the need and the real challenges of the client/project.
OUR IDEAL CANDIDATE
To perform this job successfully, individuals must be able to perform each duty and responsibility satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.
- Experience in environmental sales space, including business development and presenting to small, medium and large audiences, with technical degree/experience
- Curious, courageous and quick-witted by nature
- A team player, not a lone wolf; you cooperate and help your teammates and leaders
- Empathetic and generous, assuming positive intent– you have the ability to put yourself in other’s shoes
- A voracious and continuous learner; you interrogate and inquire to learn and get clarity on the client’s objective
- Positive and resilient in challenging and high paced environments; you do the job that’s needed, without being asked, and you anticipate problems and have a plan
- A self-starter with exceptional time management skills and the ability to thrive in a remote work environment; you can step up and lead when you need to
- A strong communicator and influencer; you get to the point and tell it straight
- You show up embodying Enthalpy’s commercial team values:
- Clients Are our North Star
- Wake up and Win
- Operate with Empathy
- Be Bold and Curious
- Own It
- One Montrose
Curious about what the first few months on the job will look like?
In your first 3 months, you will:
- Meet the Enthalpy/Montrose team and be introduced to each of our functions through a series of 1:1s and formal onboarding to learn our services by visiting our clients and labs
- Participate in our monthly Sales Skills Development program across the entire Montrose sales community where you will engage and learn with over 40 top notch sellers.
- Interact with our CRM to understand our sales cycle and how we track our revenue growth and key client interactions
- Build relationships with other members of the Sales Team through group discussions and 1:1 meetings
- Begin working with a predetermined client set
Enthalpy is a unique place. We have six core values that not only inform how we make decisions, service our clients, and animate our interactions as a team.
As a key member of our team, you can expect:
- Mentorship and professional development resources to advance your career
- Direct exposure to our industry’s leading experts who are solving the world’s toughest environmental challenges
- An entrepreneurial environment where you can learn, thrive and collaborate with talented colleagues
- Competitive compensation package: Annual Salary is $80,000 to $85,000, commensurate with accomplishments, performance, credentials and geography
- Competitive medical, dental, and vision insurance coverage
- 401k with a competitive 4% employer match
- Progressive vacation policies, company holidays and paid parental leave benefits to ensure work/life balance
- A financial assistance program that supports peers in need, known as the Montrose Foundation
- Access to a student loan planning tool to optimize your student loan payoff plans and compare student loan rates with lenders.
Location: This role is remote based
Our Hiring Process
To give you more insight into what to expect, qualified, selected candidates will have:
Step 1: Complete a short on-line profile assessment
Step 2: Video call with our HR Business partner. In this call, we will cover the basics of the role and our company, and discuss a high-level overview of your past experiences, goals and interest in this role.
Step 3: Second video call with the RSM and/or VP of Sales to dive deeper into your experiences, goals and sales approach.
Step 4: Final interview with the EVP of Business Development and a few other members of our team. During this interview, you may be asked to present to highlight your experience through a formal presentation (Optional)
Step 5: References checked for the successful candidate(s).
While not all applicants will be selected to go through the interview process, we do aim to respond to all applications when possible.
Salary : $80,000 - $85,000
