Business Development Manager

ABOUT YOU

Are youan experienced sales professional selling regulatory air complianceLDAR M21servicesand ready to join an inclusive work environment, committed to delivering valueto clients? If the answer is, “Yes!” then we have an excitingFull-timecareer opportunity for you on ourBDteam as aBusiness Development Manager, downstream compliance (refining/petrochemical).

We’relooking for a Business Development professionalwith extensive Sales Force pipeline management experienceto join our growing Sales Team. This position can beremote; however, preferred locations are Denver,Houstonor Los Angelesto interact regularly in personwith clients/prospects andour operational teams andopscenters.

Montrose Environmental Group, Inc. is a high-growth Environmental Services company offering Measurement and Analysis services, along with Remediation and Response, to a diverse range of clients throughout North America and abroad. Our qualified engineers, scientists, technicians, associates, and policy experts are proud of our ability to objectively help our clients achieve environmental complianceand meet their voluntaryenvironmentaloperationsobjectives.

WHAT WE CAN OFFER YOU

As a key member of our Montrose 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

• Opportunities to engage and contributetoour Diversity, Fairness and Inclusion and Women Empowering Leadership employee resource groups

• Competitive compensation package: annual salary ranging from $95,000 - $120,000/annually +Revenue PerformanceIncentive Plan,commensuratewith accomplishments, performance,credentialsand 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 financialassistanceprogram that supports peers in need, known as the Montrose Foundation

• Access to a student loan planning tool tooptimizeyour student loan payoff plans and compare student loan rates with lenders.

About Montrose’sAir Compliance Group

We are forplanetand progress.

We believe in helping protect the air we breathe,thewater wedrinkandthesoil that feeds us.

Our divisionsupportsclients’regulatory monitoring& reportingobligations. Wemonitoremissions from their facilities usingindustrystandardandthe latest sensor technology and continuous emissions monitoring through our partner network.  We design monitoring networks, installhardwareand provide monitoring and advisory services through our proprietary EmissionsDataManagementPlatform (EDMP).

Clients work with Montrose to ensure compliance with applicable environmental regulations as well as to support voluntary monitoring programs as part of their commitment tooperatingresponsibly within theirindustry andcommunities.

About the Business Development (BD) Manager Role

The BD Manager has a wide range of duties associated with increasing sales as well as fostering strong relationships with our existing customer base.  

Reporting to the Vice President of Sales, your primary responsibilities will be to:

• Manage all your business developmentactivitythrough Sales Force

• Prospect andidentifynew accounts from Marketing Qualified Leads (MQLs) and byleveragingthe latest prospecting software platforms to connect Montrose with clients researching solutions

• Be a solutions expert for clients as they develop plans tobe in compliance withforthcoming air monitoring regulations for hazardous air pollutants such as ethylene oxide,benzeneand others.

• Qualifyleads via phone, email,face to face meetings,research andmanageweb enquires

• Scheduleandfacilitatediscoverycallswith prospects and clients and coordinate meetings,special events(i.e., lunch/learns), and travel with subject matter experts (SME)

• Attend conferences and trade shows torepresentMontrose and be a brand ambassador

• Facilitate and coordinate quote/proposal/RFP production and delivery to client frominitialcontact through purchase order, working with our Proposal Center and Operational teams

• Meet quarterly sales targets generated from proactive selling activity

• Prepare monthly reports highlighting sales, quote activity, pipeline forecast, salient client commentary, and market conditions (identifyopportunities and risks)

• Ensure customer satisfaction by monitoring and communicating with clients, making performance changes when necessary, and by sharing results with the Senior Management Team.

• Practice safe work practices by following all Company safety rules and OSHA regulations, including attendance at all required safety training programs.

• Keep up-to-date and current on industry trends by completing formal training, reviewing professional publications, and attending professional workshops

• Be willing to assist/participatein thought leadership marketing activities such aswebinars,blog. posts, white papers, etc.

Our Ideal Candidate

• Has a proven successful salestrack recordgenerating and managing pipeline, sales funnel and managing enterprise sales processes to close through Sales Force

• Lead generation and business development: The ability to proactively prospect, pursue and qualify leads(discovery through questions/curiosity), and assemble talking points, introductory emails, and prospecting scripts.

• You need to be able to write independently

• Portfolio management: Can manage a portfolio that meets or exceeds quota/targets andalways have a clear comprehension of the accounts in your pipeline (stage,probabilityand timing to close,key actions to move them forward), and to proactively mitigate the risks of losing clients.

• Disciplined sales hygiene: You can proactively engage in high quality sales administration activities, such asa developmentand 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.

• A natural networker, able to cultivateinternal and industryrelationships from the start and deepen over time; capable ofidentifyingand building relationships with key contacts and “right fit” ideal client companies.

• A client centric advisor, able toidentifyand filter your clients’ specific pain points and use a consultative approach tothe customerengagement to position Montrose offerings to address their business needs.

• You have 5+ years of selling experience with a proventrack recordof success in business development for technical services or products, preferably in environmental related fields

• Anundergraduate degree in a technical field (ie, chemistry, engineering, life sciences)

• A Montrose client storyteller, you have mastered the art and science of the sales conversation, asking the right questions at the right time to move the engagement forward and uncover the need and thereal challenge

• Ability to style flex and sell to a variety of client personas

• Curious, courageous and challenges the status quo and offers alternative solutions to problems

• A team player, not a lone wolf; you value the power of collaboration with your teammates and leaders.  Our sales process is highly collaborative with our technical experts and operational leaders.

• Accountable, youownyour decisions, choices and behavior and adjust accordingly

• Empathetic and generous, assuming positive intent – youhave the ability toput yourself inothersshoes

• An analytical thinker who thrives on solving problems and are of a growth mindset

• A voracious and continuous learner; you interrogate and inquire to learn

• Positive and resilient in challenging and high paced environments; you do the jobthat’sneeded, without being asked, and youanticipateproblems 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.

• Your approach to business development is tooperateproactively with a plan and not be   opportunistic or reactive

• A strong communicator,presenterand influencer; you get to the point and tell it straight andhave the ability tochallenge

• You clarify expectations up front, and follow through

• Coachable:you’reopen to feedback and adjusting along the way

• Proficient with Microsoft Excel, Word, PowerPoint, and Gmail

• Strongproficiencywith CRM best practices (Sales Force or similar)

• Enjoy business travel (within the USA), as much as 50%

Many of the above are nice-to-havesand not all are necessary so even if you are missing a few from the list, please apply anyway.We’dlove to meet you!

More than just a BD professional you show up embodying Montrose’s commercial team values:

Clients AreourNorth 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 Montrose team and be introduced to each of our functions through a series of 1:1s and formal onboarding

• Learn our services by visiting client sites toobserveour technology in action and understand the client journey

• Participate in our monthly Sales Skills Development program across the entire Montrose sales community where you will engage and learn with over 60 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 shadowing sales calls andsupportour Sales Team

• Proactivelyengagedormant and inactive accounts to generate new business

• Manage inbound leads and leads generatedfromour Marketing Team (MQLs)

• Strategically develop plans for your accounts and outline how you will tactically operationalize

• your plans

• Bring forward ideas on how we can proactively grow the business

Why Be Part of Our Team?

Montrose is a unique place. We have six core values that not onlyinformhow we make decisions and service our clients but also animate our interactions as a team. We offer awesomeperkslike unlimited vacation time, group benefits, generous 401Kmatchingand the pleasure of being surrounded by inspiring colleagues and clients who share the passionfor intheindustry and our mission.

HIRING PROCESS & DETAILS

Location:This role is remote based, but our preference is to have someonelocatedin the Denver,Houstonor Pittsburg regions.

Our Hiring Process

To give you more insight into what to expect, qualified, selected candidates will have:

Step 1: Completea short on-line profile assessment

Step 2:Phonecall withour Talent Acquisition 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,goalsand interest in this role.

Step 3:Video call with a few members of the BD and Operational teams to dive deeper into your experiences,goalsand sales approach.

Step 4: Final video 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

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.

Projected Start Date: Q12026

The above statements are intended to describe the general nature of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties and skillsrequired ofemployees so classified.