Director,Environmental Lab Sales Job Rock Fence Alabama USA,Business

Job Summary

The Director, Environmental Lab Sales is responsible for driving revenue growth, market expansion, and client retention for the organization's environmental laboratory testing service line. This role provides strategic and operational sales leadership across a multi-state territory, partnering closely with laboratory operations, client services, and technical/scientific staff to ensure the sales strategy aligns with laboratory capacity, regulatory requirements, and client compliance needs.

The ideal candidate combines strong commercial acumen with a working understanding of environmental testing methods, regulatory drivers (e.g., EPA, state environmental agencies), and the technical consulting landscape.

Supervisory Responsibilities

The Director, Environmental Lab Sales is responsible for driving revenue growth, market expansion, and client retention for the organization's environmental laboratory testing service line, covering air, water, soil, waste, and materials analysis. This role provides strategic and operational sales leadership across a multi-state territory, leading a team of Business Development Managers and site-level sales staff, while also carrying a personal book of business consisting of strategic accounts that purchase from multiple laboratory locations.

The Director partners closely with laboratory operations, client services, and technical/scientific staff to ensure the sales strategy aligns with laboratory capacity, regulatory requirements, and client compliance needs. The ideal candidate combines strong commercial acumen with a working understanding of environmental testing methods, regulatory drivers (e.g., EPA programs such as NPDES, RCRA, SDWA, and Title V; state environmental agencies), and the technical consulting landscape.

Duties/Responsibilities

Develop and execute the annual sales strategy and territory plan for the laboratory service line, aligned with overall company growth targets; own an annual bookings and revenue target for laboratory services from selected strategic accounts.

Identify and prioritize target markets, including industrial clients, environmental consulting/engineering firms, municipalities, and other regulatory-driven accounts.

Own the full sales pipeline - prospecting (working self-generated leads rather than relying on inbound volume), proposal/bid/RFP development, pricing strategy, contract negotiation, and closing.

Translate client regulatory drivers (e.g., NPDES, RCRA, SDWA, Title V, and state cleanup/pretreatment programs) into a defensible scope of work, including methods, matrices, containers, preservation, holding times, turnaround time, and reporting deliverables.

Partner with laboratory operations, technical directors, and Quality Assurance/Compliance teams to confirm capacity, turnaround times, and certification/accreditation scope (e.g., NELAP, state certifications) before committing to client deadlines, and to ensure sales practices and client commitments align with laboratory accreditation standards and applicable environmental regulations; coordinate bottle orders, kits, and sample logistics for new work.

Recruit, train, coach, and manage a team of Business Development Managers and account executives across multiple states - including interfacing with third-party sales resources supporting the territory, setting performance goals, monitoring KPIs (revenue, pipeline conversion, forecast accuracy, client retention), and conducting regular performance reviews for direct reports.

Foster a collaborative culture between sales staff and scientific/technical personnel, recognizing the unique dynamics of field-based and lab-based teams.

Serve as a senior point of contact and escalation resource for key accounts and service issues - including supporting clients' understanding of regulatory testing requirements and how company services meet their compliance obligations - driving each issue to a documented resolution.

Maintain accurate account, opportunity, and activity records in the CRM, and submit a monthly forecast the business can plan against.

Partner with other service lines (e.g., source testing, CEMS, ambient/air quality monitoring, environmental consulting) to identify and hand off cross-sell opportunities.

Partner with Marketing on service line positioning, collateral, and campaigns; represent the company at industry conferences, trade associations, and client site visits, including facility tours.

Track competitor pricing, turnaround, and capability…