The Business Development Manager position develops new client relationships within the Manufacturing Industrial (M & I) market segments for Environmental Solutions. The primary focus of this role is to secure new sales contracts and incremental growth for Stericycle Environmental Solutions by working closely with the operational team and the Director of Sales within each Region. The role will identify, develop, and lead initiatives related to continuous improvement and the expansion of the Stericycle offering to ensure revenue growth within the partnership.
Develop and target regional and national M&I accounts in conjunction with the Director of Sales to achieve contract, revenue growth, and activity expectations including but not limited to cross divisional service add-ons within an assigned account/geography.
Sell in a highly consultative manner, including the benefits of working with the Stericycle Environmental Solutions brand over other traditional waste services companies and direct competition. Creates presentations and training programs to demonstrate the value of our brand and how that value is delivered.
Promotes customer brand loyalty by participating in or joining regional/national professional organizations that serve the M&I marketplace and/or consumers.
Expands and develops sales objectives, account specific strategies, advertise and promotional programs and execute against those plans -- to ensure that Stericycle continuously exceeds the clients’ expectations and is operating on the leading edge of the environmental solutions providers in the M&I marketplace.
Develop account specific strategies and plans -- and execute against those plans -- to win national and regional M&I contracts for Stericycle Environmental Solutions services.
Develops and maintains processes to monitor contract statement of work (SOW) to ensure that both Stericycle and the client are honoring the respective elements of the agreement. Any proposed changes, additions, or omissions should be properly communicated and discussed throughout the Stericycle organization.
Make daily cold calls on new prospects within M&I market place, along with identifying leads via a variety of internet websites, networking, key vendors and peers within local and national M&I organizations.
This role is a remote position. Candidate may live in Northern California/Greater San Francisco Bay Area, or Southern California/Greater Los Angeles area.
Geography includes Northern and Southern California.
Travel required approximately 50% within assigned territory. Participate in evening events and meetings as needed.
Bachelor’s Degree in Business or Sciences. Marketing, or Management, or the equivalent in related work experience (Certified Hazardous Materials Manager (CHMM), demonstrating a proven track record of sales for products in market place.
Seven or more years of demonstrated success in selling outsourced services to related industries. Knowledge of RCRA, DOT, DEA regulatory environment preferred.
Prior experience managing large outside sales territory required, as well as the ability to manage multiple accounts.
Must demonstrate experience in closing large business transactions or service contracts with customer accounts.
This is a “hunting” sales role which requires similar previous demonstrated work experience.
Demonstrates established relationships or the ability to rapidly establish relationships within the C-level, Regulatory Affairs, Quality, Procurement, Supply Chain, Operations and Marketing functions/industries.
Demonstrates proficiency in Microsoft Word, Excel and PowerPoint.
Demonstrates the ability to present ideas and information in a clear, concise, organized, and diplomatic manner; ask appropriate questions in order to obtain information; listen to others to respond effectively to ideas and questions. Present prepared information to individual and groups in a manner that is clear and concise, holds their interest and addresses their needs or concerns.
Demonstrates the ability to anticipate customer needs, proactively meet those needs and initiate actions to increase customer satisfaction.
Acts to meet/exceed customer expectations by sustaining regular contact and building superior relationships with key decision-makers and influencers in the marketplace.
Demonstrates the ability to discuss information and opinions with others in a manner that leads to agreement or acceptance, and a sense of mutual gain.
Demonstrates the ability to induce others, through influence and written/verbal abilities, to accept the validity of ideas or take appropriate action.
Demonstrates the ability to speak clearly and express self well in groups and on-on-one; translate technical or environmental knowledge and issues into easily understood ideas and concepts.
Demonstrates the ability to provide direction and instruction on action plans to meet performance goals and objectives; gives specific feedback on performance; provides support, and follows up.
Demonstrates thoroughness with all related work activities and strives to continually improve quality and productivity by prioritizing sales activities needed to best drive the business.