Director, Environmental Lab Sales

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:

1. 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.

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

1. 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.

1. 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.

1. 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.

1. 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.

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

1. 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.

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

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

1. 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.

1. Track competitor pricing, turnaround, and capability changes in the territory, and report market intelligence to laboratory and sales leadership to inform service line development and pricing strategy.
2. Perform other duties as assigned.

Pay Rate

$120,000-$150,000/annually

Required Skills/Abilities:

• Strong commercial acumen with a demonstrated ability to build and execute a multi-state or regional sales strategy and to work a pipeline end to end with minimal daily supervision.

• Working knowledge of environmental regulatory frameworks (e.g., EPA programs, state environmental agency requirements) as they relate to laboratory testing and compliance; ability to speak credibly about analytical testing at the method level (e.g., EPA 8260, 8270, 6010, 300.0, 624/625) or a demonstrated track record of learning technical service offerings quickly.

• Ability to read a permit, regulation, or client specification and convert it into an accurate scope and quote, including recognizing when a request falls outside laboratory capability or certification.

• Excellent leadership skills with the ability to recruit, coach, and manage a geographically dispersed sales team.

• Excellent verbal and written communication, negotiation, and executive presentation skills, with both technical buyers (chemists, EHS managers, project engineers) and commercial buyers (procurement, finance).

• Strong proficiency with CRM systems and sales performance analytics, and with standard business/office software (e.g., Microsoft 365 - Outlook, Excel, Teams, PowerPoint) for proposals, pricing worksheets, and reporting.

• Ability to build and maintain effective relationships with clients, laboratory operations staff, and scientific/technical personnel.

• Strong organizational skills and attention to detail, including the ability to plan and route a geographically dispersed territory and prioritize time against revenue potential.

• Sound judgment and problem-solving ability, consistent follow-through, and disciplined documentation of client commitments.

Education and Experience:

• Bachelor's degree in Environmental Science, Business, Marketing, or related field required; equivalent combination of education and experience considered.

• Minimum of 10 years of progressive sales experienceintechnical services, laboratory services, or industrial productsrequired, including at least 2 years in a sales leadership or management role.

• Experience within environmental testing, laboratory services, or environmental consulting strongly preferred.

• Demonstratedsuccessbuilding and managing a multi-state or regional sales territory and team.

• Established network of relationships within environmental consulting, industrial compliance, or municipal/government sectors preferred.

Physical Requirements:

• Prolonged periods sitting at a desk and working on a computer.

• Must be able to travel up to 40-50% of the time, including to client sites, laboratories, and industry events across a multi-state territory.

• Valid driver's license and ability to operate a motor vehicle for travel required.

• Occasional visits tolaboratoryor field environments; must be able to follow site-specific safety protocols, including use of personal protective equipment (PPE) where required.
• Must be able tolift upto25pounds at times (e.g., laptop bags, sample kits, event materials).With or without reasonable accommodation

Please note this job description is intended to describe the general nature and level of work performed by employees assigned to this position. It is not designed to contain or be interpreted as a comprehensive list of all duties, responsibilities, and qualifications. Additional job-related duties may be assigned. Alliance reserves the right to amend and change responsibilities to meet business and organizational needs as necessary with or without notice.

Key Benefits Include:

• Medical, Dental, and Vision Insurance
• Flexible Spending Accounts
• 401(K) Plan with Competitive Match
• Continuing Education and Tuition Assistance
• Employer-Sponsored Disability Benefits
• Life Insurance
• Employee Assistance Program (EAP)
• Paid Time Off (PTO), Paid Holidays, & Bonus Floating Holiday (if hired before July 1st)
• Profit Sharing or Individual Bonus Programs
• Referral Program
• Per Diem & Paid Travel
• Employee Discount Hub

EEO Commitment: We are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, national origin, ethnicity, sex, pregnancy, sexual orientation, gender identity/expression, including transgender identity, religion, disability, age, genetics, active military or veteran status and any other characteristics protected under applicable federal or state law.