Job Summary
Job Summary
WasteXpress Environmental (WXE), a Pacific Northern Environmental LLC division, is seeking a Senior Business Development Manager III to lead strategic market development and senior-level account growth for the Boise, Idaho market and surrounding region. This is a senior individual contributor role requiring demonstrated industry expertise, an established network within the hazardous waste and environmental services sector, and a proven track record of developing and closing complex, high-value accounts.
The Sales Development Manager III is responsible for developing and executing a strategic market plan for the assigned territory, owning a portfolio of key and named accounts, driving cross-divisional revenue growth, and contributing to the overall sales strategy under the direction of the Vice President of Sales. This role is distinguished from mid-level sales positions by its strategic scope, required depth of regulatory and technical expertise, senior client relationship ownership, and expectation of mentoring less experienced sales staff
Education and Experience Qualifications
- Valid driver's license is required and must meet eligibility requirements to be covered under the company's insurance policy.
- Minimum of 6 (six) years of experience in hazardous waste, environmental services, industrial services, technical sales, or related project experience; seven or more years preferred.
- Bachelor's degree in business, marketing, science, engineering, environmental studies, or a related field preferred.
- Proven hunter mentality with sales track record of opening new client relationships and building pipeline from zero.
- Strategic Partnership and relationship management skills.
- Consultative selling skills: discovery, diagnosis, ROI development, multi-stakeholder alignment.
- Has expertise in the financial, legal, and technical aspects of deal structuring with multiple-tiered sales cycles.
- Hazardous waste and/or environmental project management background required.
- Deep applied knowledge of 40 CFR environmental / RCRA requirements and 49 CFR DOT hazardous materials transportation requirements.
- Understanding of chemistry, chemical properties, waste characterization, and common environmental service requirements.
- Demonstrated ability to develop and execute a territory or market sales plan, including pipeline strategy, account prioritization, and revenue forecasting.
- Exceptional customer service skills and ability to work
- Must possess excellent verbal and written communications
- Ability to multi-task and work in a fast-paced team
- Must be detail-oriented and set high standards for accuracy and
- Must have demonstrated experience with Microsoft Office
- Strong interpersonal, organizational, analytical, decision-making, and problem-solving skills are required.
- Ability to maintain strict confidentiality of all employee and company
- Strong technical understanding of hazardous waste characterization, waste stream identification, treatment, storage, and disposal requirements, including understanding of chemical properties and environmental compliance frameworks.
- Demonstrated existing book of business and established network of client relationships within the environmental and industrial services sector strongly preferred.
- Experience with formal proposal development, pricing strategy, margin management, and contract negotiation.
- Proficiency with CRM platforms; disciplined pipeline management and forecasting habits.
- Exceptional written and verbal communication skills, including executive-level presentation capability.
- High degree of self-direction, accountability, and professional judgment; able to operate with minimal supervision.
Duties and Responsibilities
The Sales Development Manager (SDM) III, possessing the education and experience listed above, performs the following essential responsibilities:
- Safely operate and maintain company or personal vehicle(s) as required for job duties and comply with traffic laws, site requirements, and company policies.
- Lead Generation: Proactively identify and generate new business opportunities and qualified leads. Develop and maintain comprehensive market strategy for geography and customer segments that lead to business growth.
- Sales Pipeline: Manage sales pipeline from prospecting through closing and handoff to Operations
- Identify customer waste streams, operational challenges, service requirements, purchasing criteria, and project needs; develop compliant and commercially viable solutions that address those needs.
- Relationship management: Build and maintain strategic relationships with C-level executives and key decision makers across target organizations and industries. Nurturing existing relationships with key stakeholders, partners, potential clients and industry contacts.
- Deal Structuring and Negotiation: Develop compelling proposals, presentations and business case for internal stakeholders and external partners that lead to large complex deals. This could include developing detailed financial models, risk assessments and strategic justifications for major partnerships or market expansion.
- Strategic Analysis and Planning: Conduct comprehensive market analysis, competitive intelligence gathering and strategic option evaluation to inform senior leadership decision making.
- Cross-sell applicable services and capabilities offered by WXE, CCS, AET, Taurus, PNE Construction, and other PNE operations to new and existing customers.
- Maintain accurate and timely CRM / Unanet records for prospecting activity, customer interactions, opportunities, proposals, expected revenue, probability, next steps, and anticipated close dates.
- Provide accurate sales forecasts and participate in pipeline reviews, sales meetings, coaching sessions, account planning, and performance discussions.
- Participate in sales meetings, trade shows, customer meetings, industry conferences and professional development opportunities while demonstrating professionalism, integrity, accountability, and a customer-first approach.
- Perform other duties as assigned.
Working Conditions and Physical Requirements
The candidate must be able to perform the essential functions of the position and adapt to the following working conditions, with or without reasonable accommodation:
- Move about inside the office and occasionally at customer facilities, industrial sites, and jobsites.
- Travel frequently within the assigned territory and periodically travel overnight for customer meetings, site visits, training, trade events, or business needs.
- Wear required personal protective equipment (PPE) and comply with customer and company safety requirements while visiting active industrial or environmental service locations.
- Move work-related equipment or materials up to 10 pounds and occasionally ascend or descend stairs.
- Remain in a stationary position for extended periods and operate computers, mobile devices, and other standard business technology.
- Work outside standard business hours to support customer meetings, project needs, or industry events.
- Potentially support other territories as needed.
Employee Benefit Program
Pacific Northern Environmental LLC presently provides coverage and programs that may include:
- Medical, Dental & Vision options for employees and eligible dependents
- Life AD&D - Voluntary and Company paid.
- Specialty RX programs.
- Group AFLAC options - Hospital, Critical, and Accident Plans
- Pre-Tax Flexible Savings Account (FSA)
- Pre-Tax Dependent Care Savings Account (DCSA)
- Telehealth by Teladoc.
- 401(k) with discretionary annual company matching contributions.
- Employee Assistance Program (EAP)
- Paid Trainings and Certifications
- Paid Leave including Paid Vacation, Paid Sick Leave, Paid Holidays, Jury Duty, and Bereavement for qualifying employees
- Up to $2,000 per year profit sharing for qualifying employees
- Annual company events
- Safety Incentives
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