IS Specialist LOB Sales

Clean Harbors · Chicago · $39,000–$111,086 (stated in the posting)

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• Health and Safety is our #1 priority, and we live it 3-6-5!
• Competitive wages
• Comprehensive health benefits coverage after 30 days of full-time employment
• Group 401k with company matching component.
• Generous paid time off, company paid training and tuition reimbursement.
• Positive and safe work environments
• Opportunities for growth and development for all the stages of your career

• Responsible for the revenue growth for the particular line of business as assigned within the assigned region or territory. Revenue growth must meet Company targets and must be consistent from year to year. Directly responsible for meeting and exceeding the outside revenue expectations on a monthly, quarterly, and annual basis
• Must be the "Subject Matter Expert" and the go to person for the respective Line of Business including tank cleaning and degassing, fixed facility design and operation for waste processing, vapor control management, leak detection and repair (LDAR), and specialty mechanical services such as hot tapping, technical bolting, and field machining. We deliver safe, compliant, and innovative solutions that minimize downtime, ensure regulatory adherence, and optimize operational efficiency during maintenance, turnarounds, and daily operations.
• Works with LOB Management in formulating, developing and implementing market strategies, market penetration and business goals and objectives for their assigned lines of business
• Attend Business Development Meetings and Regional Sales meetings to maximize communication with local Specialists and Account Managers regarding technical expertise, LOB/enhancements, value proposition, and competitor updates as needed
• Build and maintain strong relationships with key stakeholders, including maintenance managers, turnaround planners, environmental compliance officers, and operations directors.
• Conduct site assessments and technical discussions to understand client requirements, such as reducing tank out-of-service time, achieving VOC emissions compliance, or performing hot work without shutdowns.
• Collaborate with technical experts, project managers, and estimators to prepare detailed proposals, cost estimates, safety plans, and scopes for RFPs, turnarounds, and ongoing service contracts.
• Manage the full sales cycle: from lead generation and opportunity identification to negotiation, contract closing, and handover to project execution teams.
• Achieve or exceed quarterly and annual sales targets for service lines including automated/non-entry tank cleaning, thermal oxidizer/vapor combustor deployments, LDAR monitoring and repair, on-site facility operations, and mechanical specialties.
• Stay abreast of industry trends, regulations (e.g., EPA LDAR requirements, VOC controls, API standards), and competitive offerings in refinery turnarounds and maintenance.
• Develop sales forecasts, maintain accurate pipeline tracking in CRM, and provide market intelligence on client needs and competitor activity.
• Represent the company at industry conferences, trade shows, and client events focused on refining, petrochemicals, and industrial services
• Ensure local business development agents sell ahead of opportunities and clearly define each customer's non-price value proposition
• Responsible for account ownership and designated revenue responsibility in assigned accounts
• Provide technical expertise with regards to planning and execution of the assigned LOB
• Maintain company/contact information and document all sales calls, customer visits and business opportunities
• Assist with significant job scopes and customer appointments as necessary
• Active Member of the marketing team targeting specific Verticals, as needed. Work with local Sales and Operations, Facility Operations, and Vertical Sales to grow revenue in their LOB

• 5+ years of technical sales or business development experience in industrial services, preferably in petrochemical/refining maintenance, turnaround services, or environmental compliance.
• Bachelor's degree in Engineering, Business, Environmental Science, or a related field; advanced degree or equivalent experience with relevant certifications (e.g., API, LDAR) a plus.3-5 years of financial management, logistics or sales experience
• Proven track record of selling complex, project-based services to industrial clients (e.g., refineries, chemical plants, terminals).
• Willingness to travel up to 50% for client visits, site walks, and industry events.
• Excellent communication, negotiation, and presentation skills, with the ability to convey technical solutions in terms of business value (e.g., reduced downtime, compliance assurance, cost savings).

• Direct experience in refinery/petrochemical turnarounds or maintenance planning.
• Established network in the downstream oil & gas industry or with key clients/operators.
• Knowledge of safety standards (e.g., OSHA, confined space entry) and regulatory frameworks (e.g., EPA, state VOC rules).

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