Business Development Manager, Brokered Disposal Services

Heritage-Crystal Clean LLC is seeking a strategic Business Development Manager to cultivate broker networks and partner channels, generating new business opportunities and driving revenue growth. The role accommodates remote work in Ohio or surrounding areas, with the position anchored in Hoffman Estates, IL.

Position Details

Location: Hoffman Estates, IL (remote). Remote eligibility includes Ohio and nearby regions.

Salary: USD 111,000 - 130,000 per year.

Responsibilities

• Develop and expand relationships with brokers and referral partners, serving as the primary contact for assigned accounts.
• Provide technical guidance on RCRA and state regulations, leveraging knowledge of Crystal-Clean facilities and third-party capabilities.
• Lead regular broker meetings, presentations, and business reviews to align on opportunities and performance.
• Educate brokers on services, capabilities, and competitive advantages, equipping them with sales tools and marketing materials.
• Keep brokers informed about new offerings and market opportunities to drive revenue growth.
• Identify, recruit, and develop new broker relationships within target markets.
• Develop strategic plans to increase broker-generated revenue and qualify opportunities referred by brokers.
• Support customer acquisition through broker channels and collaborate with internal sales teams to close opportunities.
• Attend industry events and trade shows when beneficial to sales objectives; coordinate customer introductions and meetings as needed.
• Assist in preparing proposals, pricing packages, and service agreements; manage broker-referred opportunities through the sales cycle.
• Ensure timely follow-up on leads and maintain accurate CRM records of broker activity and opportunities; track status and communicate updates to brokers.
• Maintain involvement to ensure follow-through when opportunities span multiple Crystal Clean service verticals.
• Identify market trends, emerging opportunities, and competitive activity; research broker networks and industry dynamics.
• Participate in industry associations, conferences, and networking events; develop strategic relationships within targeted industries and geographic markets.
• Promote services to environmental consultants, engineering firms, contractors, and industrial clients; foster strong broker and customer relationships.
• Ensure smooth onboarding and service implementation for new clients; address broker and customer concerns promptly.
• Coordinate with operations and customer service teams to resolve issues; support long-term partnerships and customer retention.
• Collaborate with Business Development Managers, Operations Managers, Transportation, Environmental and Industrial Services Teams, Customer Service, Finance and Billing, and other Crystal Clean sales functions to maintain proper pricing and avoid disadvantaging other sales efforts.
• Provide market intelligence and broker feedback to management; submit weekly activity reports and pipeline updates.
• Track broker-generated revenue and performance metrics; manage contract documentation and referral agreements; participate in sales meetings and training programs.

Qualifications

• Bachelor's degree in Business, Marketing, Environmental Science, or a related field preferred; equivalence to industry experience may be considered.
• Track record of applying RCRA and State regulations to identify wastes suitable for various Crystal Clean facilities and third-party disposal outlets.

Benefits

• Health, Dental and Vision insurance
• Wellness Program
• Flexible Spending Accounts
• Life Insurance
• Long-Term Disability
• Employee Assistance Program
• Tuition Reimbursement

Internal Collaboration

• Collaborates closely with Business Development Managers, Operations Managers, Transportation, Environmental Services, Industrial Services, Customer Service Representatives, and Finance and Billing Departments.
• Coaches cross-functional alignment with other Crystal Clean sales efforts, including Industrial Services, to maintain appropriate pricing and prevent impacts on other sales channels.
• Supports cross-functional service delivery and provides market intelligence and broker feedback to management.