About CompanyEQM (Environmental Quality Management, Inc.) is a premier full-service environmental remediation/construction services and consulting company offering environmental assistance to industrial, commercial and government entities.
We are known for our safety culture and our dedication to each other and our clients.
EQM is headquartered in Cincinnati, Ohio and an ASRC Industrial Services Company (AIS).
ASRC Industrial Services is a wholly owned subsidiary of Arctic Slope Regional Corporation (ASRC), an Alaska Native corporation.
Through ASRC, we are a certified Minority Business Enterprise (MBE).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 IndustrialFocus on EQM’s business development strategy and provide market and client intel within the Midwest geographyFocus markets will be:Energy and Power Chemical PharmaceuticalsPulp & PaperAutomotiveInstitutional FacilitiesOil and GasSteel ManufacturingTransportationHigh-Tech/Industrial ManufacturingFood & Beverage, AgricultureGovernment
– State, LocalFocus service offerings:Air Permitting and ComplianceChemical Inventory and ReportingEHS Program ManagementEmissions MeasurementIndustrial Hygiene and SafetyMulti-Media Environmental AuditingRemediationWaste Management and PermittingWater Quality ManagementWetlands ManagementResponsible 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 operationsDevelop 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 businessInitiate and develop relationships with key prospects/clients; collaborate with EQM personnel and manage and track pipeline activity including engagement and conversionPrepare monthly tracker reflecting target leads and opportunities for EQMLeverage 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 businessesBuild 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 marketPartner with operations, project management and other discipline managers as needed in pursuit of securing projects and client developmentAbove 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 writtenMust be able to effectively communicate and relate to all levels of personnel within an organizationAble 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 needStrong collaboration skillsProven business intelligence
– need to understand the basics of operations, internal resources, SOW, clients, markets, and competitors to contribute enough meaningful intelligence to opportunity pursuitsKnow when and who to bring with you to a meeting, operational/technical expert Strong negotiation and persuasion skillsStrong 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 approachingEffective and efficient time management/prioritization skillsStrong 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 sectorEducation/Qualifications:Bachelor’s degree or equivalent experienceExperience in the industrial or environmental industry in the Midwest region would be a bonusEEO 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.