Business Development Manager with EQM - Environmental Quality Management, Inc.

AIS was founded in 2016 by Arctic Slope Regional Corporation (ASRC), an Alaska Native Corporation (ANC) established under the Alaska Native Claims Settlement Act of 1971. As part of an ANC all our operating companies are Minority Business Enterprises (MBE). We help our clients meet their diversity spending objectives while also providing sustainable returns for our nearly 13,500 Iñupiat shareholders.

Our team members benefit from generous PTO and paid holidays; medical, dental and vision insurance; a 401K plan (100% match up to 4% of eligible compensation) and immediate 100% vesting; short- and long-term disability; and basic and supplemental life insurance.

Position Overview

EQM is looking for a driven business development manager that has excellent people and listening skills. This person will be an important part of the EQM team and will report to the Vice President of Business Development and Marketing for AIS, the parent company of EQM.

Responsibilities:

• Contribute to top and bottom-line growth by leading the efforts to secure profitable business in collaboration with EQM's operational team and with the support and guidance of ASRC Industrial
• Focus on EQM's business development strategy and provide market and client intel within the Midwest geography
• Focus markets will be:
  • Energy and Power
  • Chemical
  • Pharmaceuticals
  • Pulp & Paper
  • Automotive
  • Institutional Facilities
  • Oil and Gas
  • Steel Manufacturing
  • Transportation
  • High-Tech/Industrial Manufacturing
  • Food & Beverage, Agriculture
  • Government - State, Local
• Focus service offerings:
  • Air Permitting and Compliance
  • Chemical Inventory and Reporting
  • EHS Program Management
  • Emissions Measurement
  • Industrial Hygiene and Safety
  • Multi-Media Environmental Auditing
  • Remediation
  • Waste Management and Permitting
  • Water Quality Management
  • Wetlands Management
• Responsible for entire business development cycle (early game, middle game, end game and next game) in collaboration with operations personnel. The stages of the game include:
  • Market strategy, lead identification, individual lead BD strategy, tender management, proposal development and submittal (if applicable), contract negotiations, contract closing and obtaining client feedback, manage client for next lead/opportunity. Training and support will be provided.
  • Be the eyes and ears of the company, bring feedback to operations
• Develop focused strategy and KPI's or SWOT analysis for EQM by target markets/clients/geography and collaborate with EQM and AIS personnel - with associated short term/long term objectives and tactical action plans to identify, pursue, and secure profitable business
• Initiate and develop relationships with key prospects/clients; collaborate with EQM personnel and manage and track pipeline activity including engagement and conversion
• Prepare monthly tracker reflecting target leads and opportunities for EQM
• Leverage existing relationships with clients and network to successfully identify and pursue opportunities to sell core EQM services within the identified target markets.
• Oversee and EQM marketing and communication plans to raise brand awareness and create opportunities to grow the businesses
• Build a viable sale pipeline and backlog of projects and future business
• Partner and collaborate with AIS Business Development to identify opportunities to support EQM's core services
• Manage, retain, and expand upon relationships with existing clients to ensure repeat business opportunities
• Be an advocate as a minority supplier company and understand EQM's diversity status in the Midwest market
• Partner with operations, project management and other discipline managers as needed in pursuit of securing projects and client development
• Above all, be an excellent leader that motivates people to achieve strategic short- and long-term goals, building strong valued and trusted relationships with operational teams and clients.

Skills Required:

• Strong listening and communication/presentation skills - oral and written
• Must be able to effectively communicate and relate to all levels of personnel within an organization
• Able to read people and quickly identify their interests and needs. Clients always come first.
• Ability to ask pertinent, relevant, and poised questions to get the information or results you need
• Strong collaboration skills
• Proven business intelligence - need to understand the basics of operations, internal resources, SOW, clients, markets, and competitors to contribute enough meaningful intelligence to opportunity pursuits
• Know when and who to bring with you to a meeting, operational/technical expert
• Strong negotiation and persuasion skills
• Strong organizational/logistics skills
• Detailed research and strategy skills - benchmark competition to stay ahead of them and know clients individually and their company needs/values before approaching
• Effective and efficient time management/prioritization skills
• Strong and passionate drive to help the business grow and become as successful as possible to reach its full potential. At times pushing the boundaries within risk.
• Bonus if experience and contacts in the industrial and/or environmental compliance market sector

Education/Qualifications:

• Bachelor's degree or equivalent experience
• Experience in the industrial or environmental industry in the Midwest region would be a bonus

EEO Statement:

ASRC Industrial (AIS) and its operating companies affords equal opportunity in employment to all individuals regardless of race, color, religion, sex, age, national origin, pregnancy, familial status, disability status, veteran status, citizenship status, genetic information or any other characteristic protected under Federal, State or Local law. AIS is an Equal Opportunity Employer.