Sr. Business Development Manager

Position Summary

Develop new customer relationships and strategic growth opportunities across the designated New England Region. This individual will lead opportunity development to drive new business development withing the manufacturing segment. They will partner with cross-functional business leads to execute pipeline performance, opportunity development, and successful customer onboarding.

Seeking a relationship-driven hunter who can execute new business strategies across manufacturing sectors of packaging, life sciences, food & beverage, advanced manufacturing and industrial services throughout New England, leveraging Casella's internal expertise and asset capabilities to position for growth.

Hiring Range: $103,825-$136,300 

Key Responsibilities

Market Development & Prospecting

• Coordinates and implements sales and marketing plans to execute growth within specific market segments, business lines, and other company-wide products and services.
• Conducts market research to identify new developments or changes in industry trends integrating new data to develop innovative approaches, partnerships, acquisitions, and markets to support sales growth and market penetration.
• Identify and develop target accounts across priority industries and markets.
• Build relationships with key stakeholders across functional roles and executive decision-makers.
• Develop and influence opportunities before they become formal RFPs.
• Expand Casella's presence within industry associations and business networks.
• Utilizes Casella’s CRM to track customer and opportunity activity, performance and results.

Opportunity Development

• Qualify opportunities and assess strategic fit.
• Coordinate internal resources to build winning solutions.
• Engage subject matter experts at the appropriate stage of the sales process.
• Execute profitable, new business development.
• Facilitate successful customer hand off to Strategic Account Manager.
• Effectively communicates market dynamics, performance execution and opportunity management to leadership.

Strategic Relationship Building

• Create multi-site and multi-service opportunities.
• Expand relationships within existing customers while identifying strategic new accounts.
• Focus on developing long-term pipelines rather than transactional opportunities.

Other

• Participates in training and other learning opportunities to expand knowledge of the company, products, sales and services and performs any other duties needed to help drive our vision, fulfill our mission, and/or abide by our core values.
• Ensures compliance with all company, state, and federal policies, regulations, and laws regarding employment and employee safety.

Career Path Definitions and Distinctions:

Manager: Has 5-7 years of progressively complex experience developing sales markets and generating new business opportunities. Demonstrates a solid foundation of knowledge in Casella’s business products and services as well as client relationship management. Effectively cultivates business markets to create sales opportunities and expand the company’s business reach.

Senior Manager: Has a minimum of 8-10 years of progressively complex experience developing sales markets and generating new business opportunities. Demonstrates solid ability to synthesize current and emerging market trends with a variety of Casella’s business products and services to create a coherent business strategy.

Education, Experience & Qualifications

This role is ideal for a driven sales professional with a proven track record of success in business development and B2B sales. The successful candidate will possess strong interpersonal, strategic selling, and relationship-building skills, along with exceptional verbal, written, analytical, and presentation abilities. Candidates should be comfortable working in a fast-paced digital environment and be proficient in Microsoft 365 and other business-related platforms. A history of achieving sales goals while collaborating effectively with cross-functional teams is essential.

Qualified candidates will have a bachelor's degree in Business, Marketing, or a related field, along with 5 to 7 years of business-to-business sales experience. Experience in business development and generating new business opportunities is required. Preference will be given to candidates who have experience in, or a strong interest in, environmental services, sustainability, or related industries. Applicants must be legally authorized to work in the United States, possess a valid driver's license, and be willing to travel up to 60%, including periodic overnight travel.

Attributes

Outgoing, results-driven individual who has the ability to see the larger picture while focusing on detailed information and is adept at building and maintaining relationships, developing trust, and synthesizing information to create sales opportunities.

Benefits

Medical, Dental, Vision, Life & Disability Insurance, Maternity & Parental Leave, Flexible Spending Accounts, Discounted Stock Program, 401K, Employee Awards, Employee Assistance Plan, Wellness Incentive, Tuition Assistance, Career Pathways, and More.