What are the responsibilities and job description for the Senior Business Development position at Impactiva?
Job Summary
As Senior Business Development-Industrial Hygiene, you will be the strategic architect of growth for our Industrial Hygiene Division, which operates two specialized laboratories serving consulting, industry, government, and pharmaceutical sectors. With a primary focus on EHS and industrial hygiene laboratory analysis users, you'll also develop business sales revenue through former, current and future customers. Reporting to the Director, Business Development – Industrial Hygiene, you will spearhead business development initiatives with a focus on the eastern United States and Central/South America to drive profitable growth for BV North America's industrial hygiene labs.
Essential Duties And Responsibilities
Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
Strategic Business Development
- Partner with the Director - BDIH to identify and target prospective clients with the highest revenue potential
- Develop and execute comprehensive sales strategies detailing specific markets, targets, and tactical approaches (prospecting, tradeshows, inside sales, advertising, etc.) within assigned geographic region
- Establish and leverage a robust network within the international Industrial Hygiene community through industry associations participation (AIHA local sections, ACGIH, BCSP local chapters, and so on.)
Account Management & Growth
- Drive profitable sales to new and existing accounts within strategic target markets across North, Central, and South American markets
- Retain and expand key account relationships and customer portfolios
- Acquire new key customers while monitoring competitive activity and formulating appropriate response strategies
Sales Operations & Proposals
- Lead preparation and ownership of significant RFQs, RFPs, Confidential Disclosure Agreements, Statements of Work, and Master Service Agreements
- Conduct thorough follow-up activities to ensure successful contract closure
- Prepare comprehensive activity reports and other documentation as required by division and company policy
Marketing & Communications
- Utilize web-based sales and marketing materials with strategic social media deployment
- Provide input to and take accountability for indirect sales activities including conferences, speaking events, workshops, and technical talks
- Enhance market visibility through thought leadership, social media, and industry engagement
Supervisory Responsibilities
Skills
No direct supervisory responsibilities. Intercompany collaboration required.
The requirements listed below are representative of acquired skills required.
- Revenue and Sales Generation
- Profitability of Projects Won
- Year-over-Year Growth Achievement
- Cross-Selling Target Attainment
- New Program Implementation (timing and accuracy)
- Customer education and product portfolio development
Competencies
The requirements listed below are competencies required to perform the job successfully.
- Leadership: Ability to gain alignment and drive superior performance
- Teamwork: Effective collaboration across diverse groups, cultures, partners, government agencies, contractors, and operations teams
- Management Aptitude: Strong communication and leadership capabilities
- Language Skills: Fluent English and local language proficiency
- Presentation Skills: Ability to effectively communicate to various audiences
- Technical Skills: Proficient with PC and business applications
Education, Certifications, And Experience (required)
- Bachelor's degree (B.A. or B.S.) in a field related to Industrial Hygiene
- Graduate-level degree or higher vocational education in EHS/IH is preferred
- Board certification in safety (CSP) or industrial hygiene (CIH) is preferred
- Minimum 10 years of relevant job experience
- 3 years of direct sales experience to key decision-makers in the Industrial Hygiene market
- Proven track record promoting Industrial Hygiene or EHS laboratory analysis sales
- Deep knowledge of the Industrial Hygiene industry
Physical and Environmental Conditions
The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- General office and laboratory environments.
- Public transportation/accommodations while travelling.
- Remote working environment
- Public spaces and tradeshow booths
Travel Requirements
- Willing and able to travel up to 50-70% of the time.
- Make customer visits to foster relationships
- Attend regional and national level tradeshows and professional conferences.