The Business Development Manager, Brokered Disposal Services drives profitable revenue growth through broker networks, referral partners, strategic partnerships, third-party sales channels, and select direct generator relationships in Southern California. The role develops and manages relationships with environmental brokers, consultants, contractors, generators, and industry partners to expand market presence and increase hazardous waste disposal opportunities.
The role is a strategic and technical resource throughout the sales process. It applies hazardous waste disposal experience and knowledge of RCRA and state regulations to evaluate waste streams, develop pricing, and direct waste to Crystal Clean facilities or approved third-party disposal outlets. The role works cross-functionally with sales, operations, transportation, environmental services, industrial services, customer service, finance, and billing teams to ensure opportunities are priced, technically viable, and successfully executed.
Essential Functions- Develop and grow relationships with waste brokers, environmental consultants, contractors, generators, and referral partners to generate new hazardous waste disposal business.
- Prospect, qualify, and manage broker-referred and select direct-generator opportunities through the full sales cycle, including customer introductions, proposals, pricing, agreements, and implementation.
- Apply knowledge of RCRA and applicable state regulations to evaluate waste streams, provide technical guidance, and identify appropriate Crystal Clean facilities or approved third-party disposal outlets.
- Develop pricing and market strategies that support profitable growth while coordinating with other Crystal Clean sales efforts and service lines.
- Maintain broker and customer relationships, address service concerns, and support retention and expansion opportunities.
- Monitor market trends, competitive activity, disposal capabilities, and emerging business opportunities; participate in relevant industry events and associations.
- Collaborate with Business Development, Operations, Transportation, Environmental Services, Industrial Services, Customer Service, Finance, and Billing to support successful service delivery.
- Maintain accurate CRM records, pipeline updates, forecasts, broker activity, revenue performance, and contract/referral documentation.
- Achieve established goals for revenue growth, gross profit, new customer acquisition, broker development, pipeline progression, and customer retention.
- Regular travel within the assigned territory and to customer locations, company facilities, disposal facilities, trade shows, and industry events as business needs require.
Education & Essential Qualifications- Bachelor's degree and at least 5 years of experience in hazardous waste disposal, hazardous waste management, or similar environmental services functions OR High School Diploma/GED and at least 5 to 7 years of experience in hazardous waste disposal, hazardous waste management, or similar environmental services functions.
- Experience developing hazardous waste disposal solutions, including waste characterization, acceptance requirements, and disposal options.
- Knowledge of RCRA and applicable state hazardous waste regulations, waste characterization, acceptance requirements, and disposal options.
- Experience in business development, technical sales, account management, or revenue-generating customer relationships within environmental services or waste management.
- Experience evaluating waste streams, developing pricing and proposals, negotiating opportunities, and coordinating disposal solutions.
- Communicates with customers, brokers, and internal teams; negotiates opportunities; and maintains CRM records.
Preferred Qualifications - Bachelor's degree in Business, Marketing, Environmental Science, or a related field.
- Experience selling hazardous waste treatment and disposal services through broker, consultant, contractor, or third-party networks.
- Experience working with TSDFs and third-party treatment or disposal networks, and knowledge of competitor capabilities, service offerings, and locations.
- Contacts and relationships with brokers in California and the Pacific Northwest.
- Established relationships within the hazardous waste, environmental services, environmental consulting, or waste brokerage industries.
- Experience applying RCRA requirements, including waste codes, regulatory limits, waste characterization, treatment and disposal processes, Cal-Haz regulation and application, and D.O.T. shipping requirements.
Work Environment Remote office environment with regular interaction with customers, brokers, company facilities, and disposal partners. May occasionally enter industrial or waste-management facilities and must comply with applicable site safety requirements. PPE may be required when visiting company, customer, or disposal facilities in accordance with site-specific safety requirements.
The anticipated salary range for this position is $175,000.00 to $225,000.00 annually and includes benefits such as the following:
- Health, Dental and Vision insurance
- Wellness Program
- Flexible Spending Accounts
- Life Insurance
- Long-Term Disability
- Employee Assistance Program
- Tuition Reimbursement
