Director of Business Development – New York WATER

Director of Business Development Greater New York City and Northern New Jersey

Status: Full Time, Exempt Location: NY, Northern NJ Reports to: VP Sales Compensation:$150K-$170K plus variable compensation tied to new business and margin growth Travel: Primarily within territory, with occasional travel to Maryland

Chemstar WATER is expanding into the New York metro market, and this role owns that growth. You will be the face of the company across greater New York City and northern New Jersey, opening new accounts in commercial and institutional facilities, and building the customer relationships that turn a first sale into a decade long partnership.

This is a build role, not a caretaker role. You will inherit a strong technical platform, a service organization that wins on execution, and a market where we are underrepresented. What we need from you is the commercial judgment and persistence to convert that into revenue.

Founded in 1999, Chemstar WATER delivers industrial water treatment chemistry, equipment, and services to customers who cannot afford downtime. Our work spans federal facilities in Washington DC, hospital systems across the mid Atlantic, and data centers nationwide.

Our mission is straightforward: reduce the water and energy our customers consume while extending the life of their cooling and boiler systems. That combination is good for their operating budget and good for the environment.

We serve data centers, industrial facilities, healthcare facilities, government agencies, and food and beverage manufacturers. We were named a Top Workplace by the Baltimore Sun, and we have pledged one percent of our profits and one percent of our employees’ time to the communities where we operate.

Chemistry is table stakes in this industry. What differentiates Chemstar WATER is account management and service execution.

Our team bring in house expertise in chemistry, water treatment equipment, and plant operations. They are on site, they know the systems they treat, and they solve problems before customers have to escalation. When you sell Chemstar WATER, you are selling a service organization that will make you look good after the contract is signed.

• Acquire new accounts and expand Chemstar WATER’s presence in the New York metro market
• Grow revenue and gross margin within existing accounts through scope expansion, product mix, and optimization of dosage, inventory, and ordering patterns
• Negotiate contracts and pricing in line with company guidelines and approval thresholds

• Develop relationships with the people who make and influence buying decisions: facility directors, chief engineers, plant managers, procurement leaders, and executives
• Act as the customer’s advocate inside Chemstar WATER, and hold our internal teams to the standard our customers expect
• Resolve issues quickly and with a bias for action

• Build and present proposals that reflect company templates, pricing guidelines, and a clear articulation of value
• Identify work that falls outside the contracted scope so it is captured, billed, and priced correctly
• Lead annual business reviews with your accounts, and use them to plan the next year of the relationship

• Maintain accurate pipeline and forecast data in our CRM
• Deliver monthly reporting on territory activity, pipeline health, win and loss patterns, and market conditions

• Speak fluently with engineers and operators about water chemistry, treatment programs, and system performance
• Educate customers on treatment parameters, water safety, and what good performance looks like
• Partner closely with Account Managers, Service Technicians, and Engineering to scope and launch new accounts cleanly
• Follow and reinforce all safety requirements at Chemstar WATER and customer sites

Year one

• Target [TBD] in new annual recurring revenue booked, at or above target gross margin
• A qualified pipeline of at least [TBD] times remaining quota
• Zero OSHA recordable incidents
• Annual business reviews…