Sales Specialist-EAP & Lab Packing

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:

Technical Selling & Proposal Ownership

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