Business Development Manager, Brokered Disposal Services - Remote Ohio

The Broker BDM serves as a strategic sales partner responsible for generating new business opportunities through broker networks, and from Direct Generators where there is no additional IS component, referral relationships, strategic partnerships, and third-party sales channels. This role focuses on developing and managing relationships with brokers, consultants, contractors, environmental professionals, and industry partners and in select instances Generators directly, to drive revenue growth and expand market presence.

The Broker Representative acts as a liaison between the company, brokers, and customers to identify opportunities, coordinate service offerings, and facilitate successful business transactions.  The position will provide support to customers on pricing, acceptability and help set market strategies to maximize business into various Crystal Clean facilities, and to our 3rd party network.

Key Responsibilities

• Broker Relationship Management
• Develop, maintain, and expand relationships with brokers and referral partners.
• Serve as the primary point of contact for assigned broker accounts.
• Provide technical support using their experience in the RCRA and State regulations and knowledge of various Crystal-Clean facility and 3rd party capabilities
• Conduct regular meetings, presentations, and business reviews with brokers.
• Educate brokers on company services, capabilities, and competitive advantages.
• Provide brokers with sales tools, marketing materials, and service updates.
• Ensure brokers are informed of new service offerings and market opportunities.

Business Development

• Generate new revenue opportunities through broker partnerships.
• Identify and recruit new broker relationships within target markets.
• Develop strategic plans to increase broker-generated revenue.
• Prospect and qualify opportunities referred by brokers.
• Support customer acquisition efforts through broker channels.
• Collaborate with internal sales teams to close opportunities.
• Attend industry related events and trade shows when beneficial to the overall sales objective.

Sales Support & Opportunity Management

• Coordinate customer introductions and meetings.
• Assist in preparing proposals, pricing packages, and service agreements.
• Manage broker-referred opportunities through the sales cycle.
• Ensure timely follow-up on leads and opportunities.
• Maintain accurate records of broker activity and sales opportunities in CRM systems.
• Track opportunity status and communicate updates to brokers.
• Maintain involvement to assure follow-through when an opportunity may included other Crystal Clean service verticles.

Market Development

• Identify market trends and emerging business opportunities.
• Research competitive activity and broker networks.
• Participate in industry associations, conferences, and networking events.
• Develop strategic relationships within targeted industries and geographic markets.
• Promote company services to environmental consultants, engineering firms, contractors, and industrial clients.

Customer & Broker Satisfaction

• Maintain strong relationships with brokers and customers.
• 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.
• Promote long-term partnerships and customer retention.

Internal Collaboration

• Work closely with:
• Business Development Managers
• Operations Managers
• Transportation Teams
• Environmental Services Teams
• Industrial Services Teams
• Customer Service Representatives
• Finance and Billing Departments
• Establish communications with other areas of Crystal Clean Sales efforts, including Industrial Services, to ensure the proper pricing is maintained as not to put other Crystal Clean sales efforts at a pricing disadvantage.
• Support cross-functional efforts to ensure successful service delivery.
• Provide market intelligence and broker feedback to management.

Administrative Responsibilities

• Maintain CRM records and broker databases.
• 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.

Performance Metrics (KPIs)

• Revenue Growth
• Broker-generated revenue
• New customer acquisition
• Gross profit generated
• Revenue growth within assigned territory

Broker Development

• New broker relationships established
• Active broker accounts
• Broker retention rate
• Referral volume

Sales Activity

• Broker meetings conducted
• Customer introductions completed
• Proposals submitted
• Opportunities advanced through pipeline

Customer Success

• Customer retention rate
• Service satisfaction scores
• Contract renewal rates

Education & Essential Qualifications

• Bachelor's degree in Business, Marketing, Environmental Science, or related field preferred.
• Equivalent industry experience may be considered.
• Track record of utilizing RCRA and State regulations to identify wastes that are suitable for various Crystal Clean facilities and 3rd party disposal outlets.