Sales Specialist - eap & Lab Packing

Applications Sales Specialist, Eap & Lab Packs

The Applications Sales Specialist, EAP & Lab Packs is a technical sales expert responsible for driving growth of the company's Environmental Assistance Program (EAP) and Lab Packing services. This role reports to the Program Manager, EAP & Lab Packs and partners closely with the Regional Sales team to develop and win new business in hospitals, universities, research laboratories, biotech/pharma sites, and light industrial customers with small-container chemical management needs. The specialist provides technical scoping, proposal collaboration, and opportunity development, ensuring that customers clearly understand the company's capabilities and value proposition.

Essential Functions & Requirements:

• Owns customer proposals for EAP and Lab Pack opportunities leveraging templates set out by the Project Manager, EAP & Lab Packs
• Performs on-site inventory assessments, scoping chemical segregation, packaging, and disposal requirements
• Translates technical findings into clear, accurate statements of work for proposals
• Recommends pricing exceptions based on complexity, risk, or non-standard waste streams
• Provides technical support during sales calls, customer meetings, consultant engagements, and walk-throughs

Pipeline Prospecting & Hunting:

• Hunts for new EAP and lab pack opportunities within assigned large geographical territory based upon the segmentation model set forth for the segment; nurtures leads following segmentation and targeting process and practice created by Project Manager, EAP & Lab Packs
• Builds relationships with EHS Directors, Lab Managers, hospital environmental teams, public-sector research centers, and university facilities groups
• Represents the company at industry events, conferences, and associations relevant to laboratory safety, healthcare, higher education, and small-quantity generator programs; conducts 'lunch and learn' opportunities as needed

Technical Expertise & Deal Support:

• Serves as the company's technical subject matter expert for lab pack chemical identification, segregation, hazard classes, and RCRA/DOT compliance
• Ensures accuracy in profiling and packaging of small-container inventory for customer proposals
• Provides technical support but does not own post-sale account management

Sales Enablement & Cross-Functional Collaboration:

• Trains regional sellers on how to identify and qualify EAP and lab pack opportunities
• Partners with the Program Manager, EAP & Lab Packs to align proposals, SOPs, offer design, and value propositions
• Supports national or multi-site bids by providing technical scoping input

Forecasting & Performance:

• Uses Salesforce CRM to maintain a segment-specific pipeline for EAP and Lab Packs
• Tracks metrics including win rate, event revenue, customer segments, and technical complexity

Education:

• Bachelor's degree in chemistry, environmental science, biology, engineering or related field (required)

Experience:

• 5+ years of experience in hazardous waste, lab packing services or environmental technical sales (required)
• Deep understanding of and experience with lab pack segregation, chemical identification, RCRA/DOT rules and small-quantity generator compliance (required)
• Demonstrated experience developing strong relationships with universities, laboratories, hospitals or biotech organizations (preferred)

Competencies:

• Strong 'hunter' mentality with the ability to develop consultant relationships
• Ability to utilize technical concepts to creatively solve problems and provide and manage effective solutions
• Excellent ability to influence, negotiate, and build relationships in a matrix
• Excellent written and verbal communication skills to effectively communicate with internal and external stakeholders
• Regular and predictable attendance to perform the functions and requirements of this role

Benefits, Compensation, & Workforce Diversity:

The company offers competitive pay and bonus incentives. Benefits include choice of medical, dental, and vision plans, flexible spending or health savings accounts, employee and dependent life insurance, short and long-term disability, 401(k) savings plan with 7% company match, and tuition reimbursement.

Equal Opportunity Employer – Veterans & Disabilities