Sales Manager
Business Development Manager - Landfill & Leachate Solutions
Location: Los Angeles County, CA (Remote / Field-Based)
Travel: 40-60% throughout Southern California and the Western U.S. as needed
Position Type: Full-Time
Position Summary
An established environmental services and specialty chemical provider is seeking a Business Development Manager to lead growth within the landfill market. This role is focused on developing relationships with landfill operators, environmental managers, and engineering teams while introducing chemical treatment programs designed to improve leachate management, odor control, compliance, and overall landfill operations.
The ideal candidate brings direct experience either working for a landfill operator or selling products and services into landfill environments. Success in this role will be driven by the ability to understand landfill operational challenges, identify opportunities, and position solutions that deliver measurable environmental and economic benefits.
Key Responsibilities
Business Development & Territory Growth
- Develop and execute a strategic growth plan for landfill and solid waste customers throughout the assigned territory.
- Identify and pursue new business opportunities with:
- Municipal landfills
- Private landfill operators
- Transfer stations
- Waste management companies
- Environmental engineering firms
- Landfill gas and leachate service providers
- Generate new opportunities through prospecting, site visits, industry networking, referrals, and existing industry relationships.
- Build and maintain a strong pipeline of qualified opportunities.
- Conduct presentations, product demonstrations, and technical reviews for prospective customers.
Landfill & Leachate Solutions
- Develop chemical treatment programs addressing:
- Leachate treatment challenges
- Ammonia reduction strategies
- Odor control programs
- Sulfide and H₂S mitigation
- Foam control
- Biological treatment enhancement
- Color reduction
- Scaling and fouling issues
- Collection system optimization
- Lagoon and equalization basin treatment
- Landfill gas system impacts related to wastewater and odor management
- Work with landfill personnel to evaluate operational challenges and recommend appropriate treatment solutions.
- Support pilot programs, field trials, and treatment program implementation.
Account Management & Customer Relationships
- Develop strong relationships with:
- Landfill Managers
- Environmental Compliance Managers
- Operations Managers
- Public Works Directors
- Environmental Engineers
- Consulting Engineers
- Conduct regular customer reviews and site visits.
- Ensure customer satisfaction and long-term account retention.
- Identify opportunities for service expansion and additional treatment applications.
Technical & Commercial Leadership
- Review operational and analytical data to identify treatment opportunities.
- Prepare proposals, recommendations, and customer presentations.
- Coordinate with internal technical and operations teams to support customer needs.
- Maintain CRM records, forecasts, and activity reports.
- Support contract negotiations and project development efforts.
Required Qualifications
- 5+ years of experience in one or more of the following:
- Landfill operations
- Leachate treatment
- Environmental services
- Industrial wastewater treatment
- Specialty chemical sales
- Environmental compliance consulting
- Direct experience working with or selling to landfill operators.
- Strong understanding of landfill operations and environmental challenges.
- Proven success in business development, account management, or technical sales.
- Ability to discuss treatment solutions with both technical and non-technical stakeholders.
- Strong communication, presentation, and relationship-building skills.
- Ability to work independently and manage a remote territory.
- Valid driver's license and willingness to travel regularly.
Preferred Qualifications
- Experience withleachate treatment systems including:
- Biological treatment
- Coagulation and flocculation
- Activated carbon
- Reverse osmosis
- Evaporation technologies
- PFAS mitigation strategies
- Existing relationships with landfill operators throughout California or the Western United States.
- Experience selling environmental services, chemicals, wastewater treatment solutions, or industrial process solutions.
- Bachelor's degree in Environmental Science, Engineering, Chemistry, Biology, or a related field.
Ideal Candidate Backgrounds
This role is particularly well suited for professionals coming from:
- Landfill ownership and operations companies
- Environmental consulting firms
- Leachate treatment providers
- Industrial wastewater treatment companies
- Specialty chemical providers serving solid waste and environmental markets
- Odor control technology firms
- Environmental compliance organizations
Examples include individuals who have called on or worked with landfill operators such as Waste Management, Republic Services, Waste Connections, GFL Environmental, Athens Services, or regional landfill operators.
What Success Looks Like
- Growth of landfill and leachate treatment revenues within the territory.
- Development of strong relationships with landfill operators and environmental decision-makers.
- Successful implementation of chemical treatment programs that improve landfill operations and environmental performance.
- Expansion of account relationships through additional treatment applications and service offerings.
- Establishment of long-term partnerships with key landfill and waste management organizations.
Why Join?
This is an opportunity to become a recognized expert within a highly specialized and growing market segment. You'll work directly with landfill operators to solve real-world environmental challenges while helping customers improve compliance, reduce odors, optimize leachate management, and enhance overall site performance. The role offers significant autonomy, visibility, and opportunity to build a market presence in one of the largest landfill regions in the country.
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