Applications Sales Specialist, EAP & Lab Packs

Exciting Opportunity to Join Our Legacy of Environmental Leadership!

About Us: At Arcwood Environmental, we are more than just a company; we are pioneers in industrial waste management, committed to creating a cleaner, safer world. Since our inception during the environmental movement of the 1970s, we've been at the forefront of solving complex environmental challenges. Headquartered in Indianapolis, Indiana with a dedicated team of 2,000+ employees spread across the United States, we provide innovative and compliant solutions to thousands of clients in diverse industries.

Why Arcwood?

• Impactful Work: Be part of a team that makes a real difference. Our comprehensive services range from hazardous waste management and emergency response to onsite support and technical solutions, allow us to solve our customers' waste challenges. We are part of the solution. We don't generate any waste ourselves.
• Growth Opportunities: At Arcwood, your contribution is valued beyond your job title. We believe in the power of continuous learning and growth, encouraging every employee to expand their skills and take on new challenges.
• Safety First: Your health and safety are our top priorities. We foster a culture where every employee is empowered to act safely and ensure the well-being of their colleagues. Our mantra is Safe and Compliant, Always.
• Collaborative Environment: Together we can achieve much more. Join a supportive and dynamic team where your ideas and efforts are recognized and rewarded.

Our Commitment: We are dedicated to fostering an inclusive and innovative workplace where every employee can thrive. As part of our team, you will have the freedom to contribute your expertise wherever needed, ensuring the success of our mission to protect the environment.

Our Vision: Our vision is to be the most trusted partner in the environmental services industry. We put our customers first and deliver agile, sustainable, and innovative solutions. We commit to nurturing top talent and creating lasting value for our customers, shareholders, communities, and the planet.

Our Ownership: Arcwood Environmental is backed by the EQT Infrastructure VI fund, enhancing our capabilities, and expanding our reach. EQT is a dynamic global investment powerhouse managing EUR 232 billion in assets (EUR 128 billion fee-generating). With a focus on Private Capital and Real Assets, EQT owns and supports leading companies across Europe, Asia-Pacific, and the Americas, fostering sustainable growth, operational excellence, and market leadership. This exciting ownership positions us for continued impacts and growth in the future.

Applications Sales Specialist, EAP & Lab Packs
The Applications Sales Specialist, EAP & Lab Packs is responsible for leading a national sales strategy and execution to drive revenue growth, expand market share, and build long-term customer relationships within a defined U.S. asset capability or segment.

Reporting directly to the Sales or segment leadership, the Specialist plays a key role in shaping the go-to-market approach, educating and coordinating with Sales professionals, and designing and representing the Company's environmental service offerings to both existing and prospective customers. This role requires a commercially experienced and driven leader with deep industry knowledge, strong business acumen, and the ability to inspire high performance in a fast-paced, service-oriented and matrix environment.

Essential Functions & Requirements:

Asset & Segment Strategy

• Leads the commercial execution strategy, development of sales materials and proposal best practice and educates Sales teams on the selling strategies that align with Corporate growth goals and market needs in the environmental services sector
• Translates enterprise-wide sales objectives into actionable plans, targets, and tactics for each of the sales regions to prioritize the action plan
• Identifies growth opportunities in hazardous and non-hazardous waste services, industrial cleaning, remediation, and environmental compliance solutions in the segment

Customer Engagement & Retention

• Develops and maintains strong relationships with key customers, including industrial, commercial, and government accounts by working with our Legal team to establish commercial best practice agreements
• Serves as a Sales specialist for accounts and provides guidance on negotiations for high-value agreements
• Partners with Operations to ensure Service Delivery aligns with customer expectations and contractual obligations

Business Development & Market Expansion

• Identifies and pursues new business opportunities, leveraging market intelligence and industry trends
• Represents the Company at industry conferences, customer meetings, and regulatory events to elevate visibility and brand
• Collaborates with Marketing and Services teams to position services effectively and differentiate in competitive markets

Reporting & Forecasting

• Leads sales forecasting design and performance to budget analysis
• Tracks KPIs and pipeline health to proactively address gaps and capitalize on growth areas
• Provides strategic updates and recommendations to Sales leadership

Education:

• Bachelor's degree in business, marketing or technical field (required)

Experience:

• 10+ years of experience of sales leadership experience in the environmental services, waste management, or previous experience from a target market (required)
• Previous experience and success leading multi-state or national accounts and achieving multi-million-dollar revenue targets (required)

Critical Success Factors:
Key Performance Indicators (KPIs)

• Drives Revenue Growth: Consistently meets or exceeds sales targets and contributes to overall business growth
• Influence & High-Performing Team: Builds, develops and retains a results-driven sales partnership with clear goals and accountability
• Customer Relationship Expansion: Strengthens key accounts and identifies opportunities for cross-sell and up-sell within the segment
• Executes & Disciplines: Ensures accurate forecasting, strong pipeline management and effective CRM adoption
• Identifies Market Opportunities: Proactively uncovers and captures new business opportunities to expand regional market share

Competencies:

• Ability to learn technical concepts, creatively solve problems and provide and manage effective solutions
• Excellent ability to influence, negotiate, and build relationships in a matrix
• Excellent interpersonal skills to effectively communicate with internal and external customers
• Regular and predictable attendance to perform the functions and requirements of this role

Benefits, Compensation, & Workforce Diversity:
Arcwood 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

A post-offer drug screen and background check will be required.