This role will be responsible for driving revenue growth through value-based sales, utilizing sales experience, excellent customer services skills, and networking to capture new revenue and expand current relationships to meet company sales goals. The Associate will assist with the creation and implementation of an effective sales strategy to achieve the established sales goals. The Associate will also be responsible for ensuring daily operational tasks are completed effectively and efficiently. This position works closely with Laboratory Operations and Client Services to deliver a consistent, high-quality client experience, differentiating the organization through technical expertise, reliability, and service performance rather than price competition.

Essential Duties and Responsibilities

1. Technical Application & Client Support

a. Gather and assess client project requirements, including regulatory, environmental, and operational needs

b. Align appropriate analytical testing services with project scope and compliance requirements

c. Communicate laboratory capabilities, methodologies, and service options clearly and accurately

d. Ensure accurate translation of client requirements into laboratory workflows

2. Strategic Business Development

a. Execute strategies to grow revenue within targeted industries and segments

b. Build and maintain relationships with environmental consultants, municipalities, industrial clients, and related stakeholders

c. Identify and pursue opportunities for new business based on service capabilities and market demand

d. Position the organization based on quality, on-time client delivery, and technical capabilities, not price

3. Account Management & Growth

a. Manage existing client relationships to support retention and growth

b. Lead renewal and expansion discussions based on service performance and client needs

c. Identify and execute opportunities to expand services within existing accounts

d. Ensure alignment between client expectations, pricing, and service delivery

e. Proactively reach out to non-active accounts per the sales plan.

4. Cross-Functional Coordination

a. Coordinate with Laboratory Operations to confirm capacity, capabilities, and turnaround expectations

b. Partner with Client Services to ensure accurate onboarding, order management, and communication

c. Provide feedback from clients and the market to support service improvements and strategic decisions

d. Maintain alignment between Sales, Operations, and Leadership on client priorities

5. Sales Operations & Reporting

a. Maintain accurate, real-time information in the Customer Relationship Management (CRM) system

b. Track and manage pipeline activity with a focus on conversion and revenue outcomes

c. Prepare proposals, quotes, and presentations aligned with client requirements

d. Report on sales performance, trends, and opportunities

6. Professional Development & Culture

a. Demonstrate the organization’s mission, vision, and core values in all interactions

b. Participate in ongoing technical and professional development

c. Engage in performance management and goal-setting processes

d. Contribute to a collaborative, accountable, and results-driven team environment

e. Support and demonstrate an employee ownership (ESOP) mindset

7. Performance Expectations

a. Success in this role is measured through:

i. Achievement of revenue and growth targets

ii. Client retention and account expansion

iii. Strength and quality of sales pipeline

iv. Client satisfaction and service alignment

v. Consistent use of value-based selling practices

8. Marketing Activities

a. Attend networking events, tradeshows, and conferences to develop relationships and referrals. Prepare for events by establishing goals for new contracts and appointments with prospects.

b. Stay informed on industry trends, competitive landscape, and emerging opportunities.

9. Administrative

a. Actively participate in Sales meetings.

b. Prepare and present presentations to clients and prospects.

c. Prepare sales report and provide analysis of successes, opportunities, and trends.

d. Prepare reports of business transactions and keep expense account records.

e. Follow company policies, procedures, and their managers’ instructions to perform tasks requested.

10. Employee Development

a. Adopt and communicate the company vision, mission, and values.

b. Actively participate with manager for coaching and development.

c. Track key performance indicators and employee scorecard metrics.

Requirements

The requirements are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

· BA or BS degree from four-year college or university in business or other related degree with a minimum of three years technical sales experience, and one year of laboratory experience.

· Meet the required level of competency in Babcock Laboratories’ Competency Matrix.

· Demonstrate the company core values consistently.

Physical Demands

The physical demands are representative of those that must be met to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform essential functions.

While performing the duties of this job, the employee is frequently required to sit, use hands to manipulate computers, file, reach with arms and grasp with hands. The employee is occasionally required to stand, operate a motor vehicle, walk, and bend. The employee must occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, peripheral vision, depth perception, and the ability to adjust focus.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.

While performing the duties of this job, the employee is occasionally exposed to a moderate noise level. Employees may also be exposed to unpleasant smells and hazards such as chemicals and fumes.