IS Specialist LOB Sales

Clean Harbors, Inc.; Benicia (CA); On-site; USD 39,000 - 111,000; Full time

Benefits offered by this job

Health benefits after 30 days

401(k) with company match

Generous paid time off

Tuition reimbursement

Growth opportunities

Job summary

Clean Harbors, Inc. is seeking a Line of Business Sales Specialist to drive profitable revenue growth across designated regions.

You will act as the SME for your LOB, including tank cleaning, LDAR, and related services, while coordinating with sales and operations teams to deliver compliant, efficient solutions. You will build client relationships, craft strategic market approaches, and manage the full sales cycle from lead generation to contract closure.

Qualifications

• 5+ years of technical sales or business development experience in industrial services.
• Bachelor's degree in Engineering, Business, Environmental Science, or a related field; advanced degree or certifications (API, LDAR) is a plus.
• Willingness to travel up to 50% for client visits and site events.
• Excellent communication, negotiation, and presentation skills; ability to translate technical value into business outcomes.

Responsibilities

• Grow revenue for assigned line of business within region; meet or exceed targets.
• Serve as SME for line of business including tank cleaning, LDAR, and field services.
• Collaborate with management to develop market strategies and goals.
• Attend regional sales meetings to align on value propositions and competitors.
• Build relationships with maintenance managers and operations leaders; conduct site assessments.
• Prepare proposals, safety plans, and scopes for RFPs and contracts.
• Manage full sales cycle from lead to closing and handover to operations.
• Keep CRM updated with pipeline and market intelligence.

Skills

Technical sales

Communication

Negotiation

Presentation

Education

Bachelor's degree in Engineering, Business, Environmental Science, or related field

Tools

API

LDAR

Job description

The Line of Business Sales Specialist has direct responsibility for the profitable revenue growth throughout the designated areas of coverage and responsibility for their respective line of business specialties within Technical Services, Site Services, or Onsite Services.

Why work for HPC Industrial?

• Health and Safety is our #1 priority, and we live it 3-6-5!
• Competitive wages
• Comprehensive health benefits coverage after 30 days of full-time employment
• Group 401k with company matching component.
• Generous paid time off, company paid training and tuition reimbursement.
• Positive and safe work environments
• Opportunities for growth and development for all the stages of your career

RESPONSIBILITIES

Key Responsibilities:

• Responsible for the revenue growth for the particular line of business as assigned within the assigned region or territory. Revenue growth must meet Company targets and must be consistent from year to year. Directly responsible for meeting and exceeding the outside revenue expectations on a monthly, quarterly, and annual basis
• Must be the "Subject Matter Expert" and the go to person for the respective Line of Business including tank cleaning and degassing, fixed facility design and operation for waste processing, vapor control management, leak detection and repair (LDAR), and specialty mechanical services such as hot tapping, technical bolting, and field machining. We deliver safe, compliant, and innovative solutions that minimize downtime, ensure regulatory adherence, and optimize operational efficiency during maintenance, turnarounds, and daily operations.
• Works with LOB Management in formulating, developing and implementing market strategies, market penetration and business goals and objectives for their assigned lines of business
• Attend Business Development Meetings and Regional Sales meetings to maximize communication with local Specialists and Account Managers regarding technical expertise, LOB/enhancements, value proposition, and competitor updates as needed
• Build and maintain strong relationships with key stakeholders, including maintenance managers, turnaround planners, environmental compliance officers, and operations directors.
• Conduct site assessments and technical discussions to understand client requirements, such as reducing tank out-of-service time, achieving VOC emissions compliance, or performing hot work without shutdowns.
• Collaborate with technical experts, project managers, and estimators to prepare detailed proposals, cost estimates, safety plans, and scopes for RFPs, turnarounds, and ongoing service contracts.
• Manage the full sales cycle: from lead generation and opportunity identification to negotiation, contract closing, and handover to project execution teams.
• Achieve or exceed quarterly and annual sales targets for service lines including automated/non-entry tank cleaning, thermal oxidizer/vapor combustor deployments, LDAR monitoring and repair, on-site facility operations, and mechanical specialties.
• Stay abreast of industry trends, regulations (e.g., EPA LDAR requirements, VOC controls, API standards), and competitive offerings in refinery turnarounds and maintenance.
• Develop sales forecasts, maintain accurate pipeline tracking in CRM, and provide market intelligence on client needs and competitor activity.
• Represent the company at industry conferences, trade shows, and client events focused on refining, petrochemicals, and industrial services
• Ensure local business development agents sell ahead of opportunities and clearly define each customer's non-price value proposition
• Responsible for account ownership and designated revenue responsibility in assigned accounts
• Provide technical expertise with regards to planning and execution of the assigned LOB
• Maintain company/contact information and document all sales calls, customer visits and business opportunities
• Assist with significant job scopes and customer appointments as necessary
• Active Member of the marketing team targeting specific Verticals, as needed. Work with local Sales and Operations, Facility Operations, and Vertical Sales to grow revenue in their LOB

QUALIFICATIONS

Qualifications

• 5+ years of technical sales or business development experience in industrial services, preferably in petrochemical/refining maintenance, turnaround services, or environmental compliance.
• Bachelor's degree in Engineering, Business, Environmental Science, or a related field; advanced degree or equivalent experience with relevant certifications (e.g., API, LDAR) a plus.3-5 years of financial management, logistics or sales experience
• Proven track record of selling complex, project-based services to industrial clients (e.g., refineries, chemical plants, terminals).
• Willingness to travel up to 50% for client visits, site walks, and industry events.
• Excellent communication, negotiation, and presentation skills, with the ability to convey technical solutions in terms of business value (e.g., reduced downtime, compliance assurance, cost savings).

Preferred Skills

• Direct experience in refinery/petrochemical turnarounds or maintenance planning.
• Established network in the downstream oil & gas industry or with key clients/operators.
• Knowledge of safety standards (e.g., OSHA, confined space entry) and regulatory frameworks (e.g., EPA, state VOC rules).

About HPC-Industrial

HPC-Industrial, a Clean Harbors company, is the premier industrial cleaning and environmental services company in North America supporting the upstream, downstream, and utility sectors. HPC-Industrial offers an exceptional three-pronged safety system, innovative career development platform, committed customer service, deep industry expertise, and advanced technology and automation. We are committed to safety, people, growth, service, and performance. We provide the safest, most efficient operational experience for our customers and the most comprehensive training and career development for our employees.

40-years of sustainability in action. At Clean Harbors, our mission is to create a safer, cleaner environment through the treatment, recycling, and disposal of hazardous materials. Clean Harbors is the leading provider of environmental, energy and industrial services throughout the United States, Canada, Mexico and Puerto Rico. Everywhere industry meets environment, Clean Harbors is on-site, providing premier environmental, energy and industrial services. We are solving tough problems through innovation and proven methodology - come be part of the solution with us.

Join our safety focused team today! To learn more about our company, and to apply online for this exciting opportunity, visit us at https://careers.cleanharbors.com/.

Clean Harbors is an equal opportunity employer.

Clean Harbors is committed to providing access, equal opportunity and reasonable accommodation for individuals with disabilities in employment, its services, programs, activities. To request reasonable accommodation, contact [e-mail] or 1-844-922-5547.

Clean Harbors is a Military & Veteran friendly company.

Please be advised that Artificial Intelligence (AI) tools may be used to support certain stages of the recruitment process but are not used as a replacement for human decision making.

Clean Harbors is committed to complying with applicable pay transparency laws and ensuring fair and equitable compensation. The posted salary range reflects the minimum and maximum target for this role. Final compensation may vary based on factors such as location, experience, skills, and business needs. In addition to the base salary, some roles may be eligible for bonus or incentive compensation and a comprehensive benefits package.

#HPC

#LI-CA1

Job Schedule: Full time

Regular or Temporary: Regular

Locations: 395 W Channel Road

Pay Range: 39000.00 - 111086.00 Annually