Business Development Manager – Industrial & Environmental Services

INA Solution; Memphis (TN); On-site; USD 85,000 - 150,000; Full time

Job summary

INA Solution is seeking a results-driven Business Development Manager for the industrial and environmental services sector. This hunter-focused role focuses on winning new accounts, expanding the existing book of business, and traveling within a ~200 mile territory around Memphis, TN and Blytheville, AR.

The successful candidate will lead new business acquisition, build relationships with industrial decision-makers, and close deals while managing revenue growth across the territory.

Qualifications

• At least 5 years of direct B2B sales or business development experience.
• Proven experience with outbound prospecting, cold calling, customer acquisition, and closing sales.
• Track record of meeting or exceeding sales targets and developing new accounts.
• Ability to manage full sales cycle from prospecting to closing.
• Strong communication, presentation, relationship-building, and negotiation skills.
• Willingness to travel extensively throughout the assigned territory.

Responsibilities

• Build and execute an outbound sales strategy to generate new industrial and commercial accounts.
• Proactively prospect through cold calling, in-person visits, networking, and digital outreach.
• Own the complete sales cycle, from prospect identification to closing.
• Develop and manage a healthy sales pipeline across the assigned territory.

Skills

Outbound prospecting

Cold calling

Relationship building

Negotiation

Sales forecasting

CRM proficiency

Education

Bachelor's degree (preferred)

Job description

Business Development Manager - Industrial & Environmental Services

Location: Memphis, TN / Blytheville, AR

Employment Type: Full-Time

Commission: 3-4% on new business based on invoice revenue; 1-2% on recurring revenue from the existing book of business

Territory: Approximately 200 miles around the Memphis, TN / Blytheville, AR area

About the Opportunity

Client is seeking a competitive, results-driven Business Development Manager to lead new business acquisition and territory growth across industrial and environmental services.

This is a hunter-focused sales role for a professional who enjoys prospecting, opening new accounts, building relationships with industrial decision-makers, and closing new business. The successful candidate will develop new customer relationships while managing and expanding an existing book of business.

The business currently generates approximately $1.1–$1.5 million in annual revenue from its existing customer base. The priority is to grow this foundation by winning new industrial accounts and expanding market penetration.

The Blytheville facility currently serves a portion of the local steel mill market, creating a significant opportunity to develop additional business. The company is also pursuing wastewater treatment capabilities to support the industrial market.

Key Responsibilities

New Business Development

• Build and execute an outbound sales strategy to generate new industrial and commercial accounts.
• Proactively prospect through cold calling, in-person visits, networking, and digital outreach.
• Identify and develop opportunities with steel mills, manufacturing plants, industrial facilities, and other commercial customers.
• Build relationships with Plant Managers, EHS Directors, Operations Managers, Maintenance Leaders, and Procurement professionals.
• Own the complete sales cycle, from prospect identification and initial contact through site visits, proposals, negotiations, and closing.
• Consistently pursue new contracts and revenue opportunities across the assigned territory.

Industrial and Environmental Solution Selling

• Present the company's industrial field services, environmental services, wastewater treatment, and waste management capabilities.
• Develop an understanding of customer facility requirements and identify opportunities to solve operational and environmental service needs.
• Conduct customer-site visits and facility walkthroughs to assess service requirements.
• Partner with operations and estimating teams to develop accurate, competitive proposals and scopes of work.
• Communicate service capabilities, commercial value, and proposed solutions to industrial decision-makers.

Account Management and Revenue Growth

• Manage an existing book of business while prioritizing new customer acquisition.
• Identify opportunities to expand service offerings and increase revenue within existing accounts.
• Develop long-term customer relationships that support recurring revenue and retention.
• Work closely with operations to support successful customer onboarding and service delivery.

Territory and Pipeline Management

• Develop and manage a healthy sales pipeline across an approximately 200-mile territory.
• Maintain accurate CRM records, sales forecasts, and opportunity updates.
• Collaborate with operational leadership to support customer needs and commercial growth.
• Travel throughout the assigned territory, including occasional overnight trips as required.
• Travel to the company's main office in Oklahoma City approximately twice per year.

Services and Solutions

The company's service portfolio includes:

• Industrial field services
• Hydro excavation and industrial vacuuming
• Tank cleaning and plant outage maintenance
• Used oil collection
• Industrial wastewater treatment
• Liquid waste disposal, drop-off, and washout services
• 24/7 hazardous and non-hazardous spill response
• Environmental cleanup and site remediation

Required Qualifications

• At least 5 years of direct B2B sales or business development experience, with a demonstrated focus on winning new business.
• Proven experience with outbound prospecting, cold calling, customer acquisition, and closing sales.
• A track record of meeting or exceeding sales targets and developing new accounts.
• Ability to manage the full sales cycle, including prospecting, customer meetings, proposal development, negotiation, and closing.
• Strong communication, presentation, relationship‑building, and negotiation skills.
• High energy, competitive drive, self‑motivation, and accountability for revenue results.
• Willingness to travel extensively throughout the assigned territory.
• Valid driver's license and clean driving record.

Preferred Qualifications

• Experience in industrial services, environmental services, waste management, hazardous or non‑hazardous waste, oil and gas, equipment sales or rental, industrial supply, or related B2B markets.
• Experience selling to steel mills, manufacturing plants, industrial facilities, or other complex commercial customers.
• Familiarity with OSHA, EPA, DOT, or applicable environmental regulations.
• Bachelor's degree preferred but not required.

Compensation

• Commission of 3-4% on new business based on invoice revenue.
• Commission of 1-2% on recurring revenue from the existing book of business.
• Base salary paid weekly; commissions paid quarterly.
• An existing customer portfolio provides a foundation for recurring revenue, with significant emphasis on acquiring new business.