Business Development Manager - Laboratories

Overview

At Onterris, we build careers grounded in purpose, responsibility and real-world impact. “For Planet and Progress” is our north star that guides everything we do. We believe environmental responsibility and human progress are interconnected, interwoven and international. Our scientists, engineers, field teams, consultants and professionals collaborate across disciplines and geographies, guiding industries and governments, ensuring that communities and environments thrive. When you join us, you’re not just forging a career, you’re joining a movement for better thinking, smarter solutions and lasting impact.

Together, we will advance our way of life and protect the integrity of our environment every step of the way.

We’re looking for a Business Development Manager to join our growing sales team.

Onterris is a national network of accredited environmental laboratories that provides clients with responsive turnaround, best-in-class testing support, innovative science, regulatory expertise, and high-quality data. Our teams of project managers, environmental scientists, chemists, consultants, and industry experts have the experience to understand a wide range of analytical testing needs and offer best-in-class support to a diverse group of industries.

Position:
Business Development Manager (BDM) – supporting our Orange, CA laboratory. Reporting to the VP of Sales.

• Proactively prospecting, pursuing, qualifying and closing leads.
• Advising clients through complex environmental regulations and helping them develop testing programs via a consultative sales process anchored on curiosity and problem solving.
• Cultivating existing relationships and developing strategies to grow key relationships.
• Managing leads and accounts to achieve sales goals and develop and close new business.
• Completing sales administration activities, including tracking data and using the CRM to report on status and progress (primarily Salesforce).
• Maintaining disciplined sales hygiene, including development and maintenance of strategic account plans, sales forecasts and analytics, and other reporting.
• Travel as needed to visit clients, develop territory, and attend conferences/trade shows.
• Collaborating with Enthalpy laboratory network and SME resources to develop client solutions.
• Facilitating and coordinating quote/proposal/RFP production and delivery from initial contact through purchase order.
• Monitoring customer, market, and competitor activity and providing insights to stakeholders.
• Ensuring customer satisfaction by communicating with clients and sharing results with leadership and operations teams; escalating concerns when necessary.
• Preparing weekly/monthly reports on sales, quotes, pipeline, client commentary, and market conditions; identifying opportunities and risks.
• Participating in continuous improvement programs and supporting team efforts.
• Assisting with thought leadership marketing activities such as webinars, blogs, and white papers.

• A natural networker who can cultivate relationships with key contacts and ideal client companies.
• A client-centric advisor who uses a consultative approach to identify client pain points and promote engagement to generate sales.
• Capable of asking the right questions at the right time to move engagements forward and uncover needs and challenges.

To perform this job successfully, individuals must be able to perform each duty and responsibility satisfactorily. The requirements listed below are representative of the knowledge, skill, and ability required.

• Experience in environmental sales, including business development and presenting to audiences of varying sizes, with technical degree/experience.
• Curious, courageous and quick-witted by nature.
• A team player who cooperates with teammates and leaders.
• Empathetic and generous, assuming positive intent.
• A voracious and continuous learner who seeks clarity on client objectives.
• Positive and resilient in challenging, high-paced environments; proactive and self-starting with time management skills.
• A strong communicator and influencer who communicates clearly and directly.

Many of the above are…