Business Development Manager, Environmental

About the Position

This position is responsible for managing business development activities across the Western Canada region (BC, Yukon & Northwest Territories) while supporting multi-regional and national client pursuits. The key focus of the role is growing the ALS share of business with major clients on major opportunities, primarily focusing on:

• Identify opportunities to grow market share and secure major clients, both regional and national;
• Relationship management of key regional or national strategic accounts;
• Provide leadership and coordinate business development activities, including the day‑to‑day planning and target setting within the business development teams to maximize team results;
• Identify and pursue opportunities that are aligned with ALS strategy to expand or diversify services;
• Manage business development activities to achieve continuous market share growth and specifically target long‑term business that provides continuity throughout the year;
• Engage with a broad variety of industry associations focusing on ALS strategic direction;
• Pursue positions of influence within industry associations such that ALS maintains a front‑row seat to major industry initiatives, insights to new developments, and opportunities to meet key decision makers;
• Maintain a strong knowledge base of the company’s analytical capabilities and services in order to position ALS in the market and align to client needs;
• Represent ALS at trade shows, conferences, client events and other industry gatherings;
• Ensure that all reporting requirements, both internal and external, are fulfilled to track business development activities and demonstrate both team and individual performance;
• Understand all BD metrics, information systems and associated outputs in order to assess BD effectiveness, coach BDR’s and maximize team performance, specifically review, analysis and coaching on BD tracker and dashboard data via disciplined meetings;
• Ensure that BD representatives are documenting all activities, quotes and market information in the Customer Relationship Management system in a timely and comprehensive manner;
• Leverage marketing group and their expertise to augment the sales process;
• Share innovations and communications (i.e. Enviro Mail’s) directly with senior clients, as appropriate, to demonstrate our leadership in quality, safety and technical innovation;
• Provide input with respect to market pricing for major quotes and proposals;
• Remain current in the environmental services industry, keeping abreast of legislative changes, environment regulations and technological advances;
• Effectively manage human resources with the business development teams;
• Provide mentoring, coaching, training, and support of individual professional development activities;
• Personally, exemplify the ALS core values and foster a workplace culture that reflects these values;
• Observe established safety regulations and comply with all ALS HSE policies and procedures;
• Travel within Western Canada as appropriate to build relationships with major clients;
• Other duties as assigned.

• Possess a strong aptitude in building relationships and developing a strong rapport with others;
• Demonstrated success in growing sales and establishing a robust network of clients;
• Knowledge of analytical chemistry;
• Able to be flexible with elements of service provision to maximize our ability to meet changing service demands or unique opportunities;
• Demonstrated experience in managing business development activities and achieving sales targets in a large corporate environment;
• Must always convey a positive…