What are the responsibilities and job description for the New Business Development Manager position at Messina Talent Advisors?
Our client is launching a new analytical laboratory division specializing in water analysis and PFAS detection. We're seeking an entrepreneurial Sales Manager to build the business from the ground up, utilizing extensive business and technical resources provided by the parent company to compete against well-established players.
This hands-on role combines individual sales activities with market development, requiring someone with environmental laboratory experience who can identify target customers, relevant trade shows, industry publications, and develop go-to-market strategies for our startup lab division.
Key Responsibilities:
Sales & Business Development
- Build DOD Labs' customer base from zero, targeting municipalities, water utilities, environmental consultants, and industrial manufacturers
- Manage complete sales cycle from lead generation through contract negotiation for PFAS testing and water analysis services
- Develop territory plans and achieve quarterly/annual revenue targets
- Generate leads through industry networking, cold outreach, and strategic partnerships
Market Development & Intelligence
- Identify key trade shows (AWWA, WEF, regional water associations) and industry publications for marketing investment
- Analyze competitive landscape and regulatory developments in PFAS testing to identify opportunities
- Partner with marketing manager to develop messaging, collateral, and campaigns
- Represent DOD Labs at industry events and build brand recognition
Cross-Functional Collaboration
- Work with laboratory operations to understand capabilities and communicate services to clients
- Coordinate with technical staff on service proposals and analytical capabilities
- Provide market feedback to inform service offerings and laboratory expansion
Job Requirements:
- 5 years B2B sales experience in environmental laboratory services, water analysis, or analytical testing with proven new business development track record
- Direct experience in water quality testing, environmental compliance, or analytical laboratory markets
- Understanding of water testing regulations, PFAS requirements, and environmental compliance
- Proven ability to build business from startup operations
- Self-motivated and entrepreneurial with excellent communication skills
- Willingness to travel up to 40% for client meetings and trade shows
Preferred Qualifications:
- Bachelor's degree in Business, Chemistry, Engineering, or other technical field
- Experience selling to municipalities, utilities, or environmental consultants
- Knowledge of PFAS testing methodologies and EPA methods
- Established network in the water industry or environmental consulting
- Experience competing against major laboratory networks
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For more than 40 years, Messina's Talent practice has continuously evolved to meet the needs of our clients. We not only help our clients fill roles and build their teams, but we also help them better understand their workforce and develop strategic talent initiatives that drive value for their organizations.
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