JOB SUMMARY:

The Director of Commercial Development will work closely with Environmental leadership, regional operations teams, and enterprise commercial resources to identify opportunities, win profitable work, and strengthen Moran's position with customers. The role will begin with a strong focus on hands-on sales and market development and may evolve over time into broader commercial leadership as the business grows and additional resources are approved.

JOB RESPONSIBILITIES:

Drive Growth

• Identify, develop, and close new business opportunities across priority markets, geographies, and service lines.
• Build and maintain a practical target account list and active qualified pipeline.
• Expand work with existing customers through retention, cross-sell, and growing existing accounts.
• Create pipeline coverage for regions with utilization risk, customer concentration exposure, or upcoming project wind-downs to reduce utilization volatility when accounts are lost or demand softens.

Lead Customer Engagement

• Serve as a credible customer-facing representative of Moran.
• Build relationships with plant managers, environmental directors, facility managers, procurement teams, consultants, contractors, utilities, municipalities, and industrial customers.
• Increase senior-level engagement with strategic accounts and priority prospects.
• Represent Moran at customer meetings, industry events, trade associations, and field visits.

Partner with Operations

• Work with regional and operational leaders to focus commercial activity where Moran can deliver safely, profitably, and reliably.
• Support opportunity qualification, pursuit strategy, proposal coordination, and transition of awarded work to Operations.
• Help connect customer demand with labor, equipment, service-line capability, and regional utilization outlook.
• Participate in demand-and-capacity reviews to prioritize work that is profitable and deliverable, and use commercial activity to proactively backfill capacity when major accounts, projects, or regional workloads decline.
• Monitor competitors, customer investment activity, regulatory drivers, and capital projects to inform staffing, equipment, and growth priorities.
• Own the commercial demand forecast and partner with Operations, HR, and Training to align future workload with workforce capacity.

Strengthen Commercial Discipline

• Maintain accurate CRM, pipeline, customer, and forecast information.
• Support account planning, customer segmentation, opportunity review, and commercial performance reporting.
• Help establish clear handoffs between sales, account management, estimating, and operations.
• Lead and develop Key Account Managers with clear expectations for retention, growing existing accounts, cross-sell, and margin improvement.
• Define account ownership rules, require strategic account plans for priority customers, and establish clear pipeline stage definitions, opportunity qualification standards, and forecast cadence.
• Define the business case, timing, and success profile for future business development hires; recruit, onboard, and lead them as approved, serving as the commercial voice on the Environmental leadership team.

Role Evolution

This role is expected to evolve with the business. Early success will depend on direct customer engagement, new opportunity creation, and visible pipeline development. As the commercial function matures, the role may also take on broader responsibility for commercial governance, account management discipline, future business development resources, and commercial operations support as approved by leadership.

• Initial Focus: Hands-on selling, prospecting, customer meetings, target account development, and qualified pipeline creation.
• Transition Focus: Account planning, CRM discipline, forecast visibility, opportunity reviews, and stronger handoffs with Operations.
• Future Potential: Broader commercial leadership, future BD resource leadership, commercial operations support, and scalable growth processes.

REQUIRED QUALIFICATIONS:

• Bachelor's degree in Business, Sales, Marketing, Environmental Services, Industrial Services, or a related field, or equivalent relevant experience.
• Minimum of seven years of progressive experience in business development, sales, account management, commercial leadership, or market development.
• Demonstrated ability to originate, qualify, pursue, and close new business opportunities.
• Strong customer relationship skills with the ability to build trust across field, operational, and executive audiences.
• Strong business acumen with the ability to connect revenue growth, margin, utilization, operating capacity, and customer need.
• Excellent verbal and written communication skills, including professional presentation ability.
• Strong negotiation, prioritization, forecasting, and problem-solving skills.
• Proficiency with Microsoft Office. CRM, Power BI, Excel, and commercial reporting tools are strongly preferred.
• Valid driver's license and ability and willingness to travel as business needs require.

Preferred Qualifications

• Experience in environmental services, industrial services, emergency response, field services, marine services, rail services, utilities, manufacturing, energy, municipal markets, or other operations-intensive B2B service industries.
• Experience building or improving a commercial function, including account management, CRM discipline, sales processes, forecasting, and commercial operations.
• Experience leading account managers, business development resources, or cross-functional commercial teams in an operations-intensive environment where customer commitments must align with labor, equipment, safety, and execution capacity.

Leadership Profile

The ideal candidate is a hands-on commercial builder who is motivated by growth, accountability, and long-term customer value. This person is comfortable prospecting, meeting customers in the field, working with operators, presenting to leadership, and translating market insight into practical action. The successful candidate will be self-directed, commercially disciplined, collaborative, and able to earn credibility across both customer and operational audiences.

WORKING CONDITIONS

Work is performed in a combination of office, customer-facing, travel, and field-adjacent environments. Periods of non-traditional hours, including evenings or weekends, may be required based on customer needs, emergency response activity, travel schedules, or business events

WHAT WE OFFER:

• Medical, Dental, and Vision Insurance
• Company paid Life, AD&D, and Long-Term Disability Insurance Plans
• Employee Assistance, Health Advocate, and Wellness Programs
• Generous 401(k) Plan with 4% match
• Company paid Financial Advice Program
• Paid Vacation based on years of service
• Generous PTO plan

Annual base compensation range for candidates in Jacksonville, FL: $150,000.00 - $175,000.00

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