Business Development Manager - Laboratories

Onterris; Houston (TX); On-site; USD 80,000 - 120,000; Full time

Benefits offered by this job

Unlimited vacation

Group benefits

Generous 401(k) matching

Job summary

Onterris, based in Houston, is seeking a Business Development Manager to join our sales team. This role involves developing and closing new business leads, navigating environmental regulations, and fostering client relationships.

The ideal candidate will have experience in environmental sales, strong interpersonal skills, and the drive to achieve sales goals within a mission-driven organization.

We offer competitive compensation, benefits, and a collaborative work environment focused on planetary progress.

Qualifications

• Experience in environmental sales space with business development.
• Ability to navigate environmental regulations.
• Strong communication and influencing skills.

Responsibilities

• Proactively prospect leads and close sales.
• Cultivate and manage client relationships.
• Ensure customer satisfaction and handle client inquiries.

Skills

Client engagement

Relationship building

Consultative selling

Sales strategy development

Education

Technical degree or experience

Tools

Salesforce

Job description

About Us

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.

Job Overview

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.

Key Markets

• Environmental Consulting and Engineering Firms
• Ports and Harbors
• Federal, Municipal, and Local Agencies
• Petrochemical Refining and Energy
• Waste to Energy
• Waste Management
• Industrial and Manufacturing

Key Responsibilities

• Proactively prospecting, pursuing, qualifying and closing leads
• Assisting clients navigate complex environmental regulations and help them develop testing programs through a consultative sales process anchored on curiosity and problem solving
• Cultivating existing relationships and looking to develop strategies to grow key relationships
• Managing your leads and accounts, and working to achieve your sales goals to develop and close new business
• Completing sales administration activities, such as tracking data and using the CRM to report on status and progress
• Disciplined sales hygiene: proactively engage in high‑quality sales administration activities, such as development and maintenance of strategic account plans, sales forecasts and analytics and other reporting, consistently using our CRM (Salesforce) as the primary source of truth for client data
• Traveling as needed to visit clients, territory development and attend conference/trade shows
• Helping to develop solutions for your clients by working with and leveraging the extensive technical resources of the Enthalpy laboratory network and Subject Matter Experts (SME)
• Facilitating and coordinating the quote/proposal/RFP production and delivery to client from initial contact through purchase order
• Continual monitoring of customer, market, and competitor activity, providing insights to internal and external stakeholders
• Ensuring customer satisfaction by monitoring and communicating with clients, making performance changes when necessary, and by sharing results with leadership and operational teams
• Escalating client questions and concerns to management to ensure client satisfaction
• Preparing weekly/monthly reports highlighting sales, quote activity, pipeline forecast, salient client commentary, and market conditions; identify opportunities and risks, especially risks that will substantially alter our value proposition and risks created by us failing to keep up with market trends
• Participating in company’s continuous improvement programs and provide support to team efforts
• Be willing to assist/participate in thought leadership marketing activities such as webinars, blog posts, white papers, etc.

Key Qualities of a BDM

• Natural networker, able to cultivate relationships from the start and deepen over time; capable of identifying and building relationships with key contacts and \"right‑fit\" ideal client companies.
• Client‑centric advisor, able to identify and filter your clients’ specific pain points and use a consultative approach that promotes customer engagement to generate sales.
• Asking the right questions at the right time to move the engagement forward and uncover the need and the real challenges of the client/project.

Qualifications

• Experience in environmental sales space, including business development and presenting to small, medium and large audiences, with technical degree/experience
• Curious, courageous and quick‑witted by nature
• A team player, not a lone wolf; you cooperate and help your teammates and leaders
• Empathetic and generous, assuming positive intent– you have the ability to put yourself in other’s shoes
• A voracious and continuous learner; you interrogate and inquire to learn and get clarity on the client’s objective
• Positive and resilient in challenging and high paced environments; you do the job that’s needed, without being asked, and you anticipate problems and have a plan
• A self‑starter with exceptional time management skills and the ability to thrive in a remote work environment; you can step up and lead when you need to
• A strong communicator and influencer; you get to the point and tell it straight

Many of the above are nice‑to‑haves and not all are necessary so even if you are missing a few from the list, please apply anyway. We’d love to meet you

First 3 Months

• Meet the Onterris team and be introduced to each of our functions through a series of 1:1s and formal onboarding to learn our services by visiting our clients and labs
• Participate in our monthly Sales Skills Development program across the entire Onterris sales community where you will engage and learn with over 40 top notch sellers.
• Interact with our CRM to understand our sales cycle and how we track our revenue growth and key client interactions
• Build relationships with other members of the Sales Team through group discussions and 1:1 meetings
• Begin working with a predetermined client set

Compensation & Benefits

Competitive compensation package: Salary based on experience and commissions/bonuses uncapped, but targeted at 20‑35%. We offer unlimited vacation time, group benefits, generous 401(k) matching and a work environment inspired by the mission of planet and progress. Onterris is a leading global environmental solutions company partnering with organizations to solve complex challenges where environmental pressures, regulatory expectations and operational risks intersect.

Equal Opportunity Employer

We are an equal opportunity employer and encourage applications from people of all backgrounds. We acknowledge that these experiences and perspectives help to enrich our teams and contribute to our ongoing success. We are committed to providing access and reasonable accommodation in our employment for all applicants. For US residents, click here to learn more.