Application Sales Specialist, EAP & Lab Packs
Heritage Environmental, Indianapolis, Indiana, us, 46262
Overview
Exciting Opportunity to Join Our Legacy of Environmental Leadership!
About Us:
At Arcwood Environmental, we are pioneers in industrial waste management, committed to creating a cleaner, safer world. Since our inception during the environmental movement of the 1970s, we7ve been at the forefront of solving environmental challenges. Headquartered in Indianapolis, Indiana with a dedicated team of 2,000+ employees 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 services range from hazardous waste management and emergency response to onsite support and technical solutions. We solve our customers' waste challenges and do not generate waste ourselves.
Growth Opportunities:
We value contribution beyond job titles and encourage continuous learning and growth.
Safety First:
Your health and safety are our top priorities. We foster a culture where every employee acts safely and ensures well-being. Our mantra is Safe and Compliant, Always.
Collaborative Environment:
Join a supportive and dynamic team where ideas and efforts are recognized and rewarded.
Our Commitment:
We foster an inclusive and innovative workplace where every employee can thrive and contribute expertise to protect the environment.
Our Vision:
Be the most trusted partner in the environmental services industry, delivering agile, sustainable, and innovative solutions. We nurture top talent and create lasting value for customers, shareholders, communities, and the planet.
Our Ownership:
Arcwood Environmental is backed by the EQT Infrastructure VI fund, enhancing capabilities and reach. EQT is a global investment firm managing substantial assets, with a focus on private capital and real assets.
Essential Functions & Responsibilities
Applications Sales Specialist, Environmental Assistance Program (EAP) & Lab Packs
The Applications Sales Specialist, EAP & Lab Packs is a technical sales expert responsible for driving growth of Arcwood's Environmental Assistance Program (EAP) and Lab Packing services. This role reports to the Program Manager, EAP & Lab Packs and partners closely with the Regional Sales team to develop and win new business in hospitals, universities, research laboratories, biotech/pharma sites, and light industrial customers with small-container chemical management needs. The specialist provides technical scoping, proposal collaboration, and opportunity development, ensuring that customers clearly understand Arcwood's capabilities and value proposition.
Technical Selling & Proposal Ownership
Owns customer proposals for EAP and Lab Pack opportunities leveraging templates set out by the Project Manager, EAP & Lab Packs
Performs on-site inventory assessments, scoping chemical segregation, packaging, and disposal requirements
Translates technical findings into clear, accurate statements of work for proposals
Recommends pricing exceptions based on complexity, risk, or non-standard waste streams
Provides technical support during sales calls, customer meetings, consultant engagements, and walk-throughs
Pipeline Prospecting & Hunting
Hunts for new EAP and lab pack opportunities within assigned large geographical territory based upon the segmentation model; nurtures leads following segmentation and targeting process
Builds relationships with EHS Directors, Lab Managers, hospital environmental teams, public-sector research centers, and university facilities groups
Represents Arcwood at industry events, conferences, and associations relevant to laboratory safety, healthcare, higher education, and small-quantity generator programs; conducts "lunch and learn" opportunities as needed
Technical Expertise & Deal Support
Serves as Arcwood's technical subject matter expert for lab pack chemical identification, segregation, hazard classes, and RCRA/DOT compliance
Ensures accuracy in profiling and packaging of small-container inventory for customer proposals
Provides technical support but does not own post-sale account management
Sales Enablement & Cross-Functional Collaboration
Trains regional sellers on how to identify and qualify EAP and lab pack opportunities
Partners with the Program Manager, EAP & Lab Packs to align proposals, SOPs, offer design, and value propositions
Supports national or multi-site bids by providing technical scoping input
Forecasting & Performance
Uses Salesforce CRM to maintains a segment-specific pipeline for EAP and Lab Packs
Tracks metrics including win rate, event revenue, customer segments, and technical complexity
Education
Bachelor's degree in chemistry, environmental science, biology, engineering or related field (required)
Experience
5+ years of experience in hazardous waste, lab packing services or environmental technical sales (required)
Deep understanding of and experience with lab pack segregation, chemical identification, RCRA/DOT rules and small-quantity generator compliance (required)
Demonstrated experience developing strong relationships with universities, laboratories, hospitals or biotech organizations (preferred)
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.
#J-18808-Ljbffr
About Us:
At Arcwood Environmental, we are pioneers in industrial waste management, committed to creating a cleaner, safer world. Since our inception during the environmental movement of the 1970s, we7ve been at the forefront of solving environmental challenges. Headquartered in Indianapolis, Indiana with a dedicated team of 2,000+ employees 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 services range from hazardous waste management and emergency response to onsite support and technical solutions. We solve our customers' waste challenges and do not generate waste ourselves.
Growth Opportunities:
We value contribution beyond job titles and encourage continuous learning and growth.
Safety First:
Your health and safety are our top priorities. We foster a culture where every employee acts safely and ensures well-being. Our mantra is Safe and Compliant, Always.
Collaborative Environment:
Join a supportive and dynamic team where ideas and efforts are recognized and rewarded.
Our Commitment:
We foster an inclusive and innovative workplace where every employee can thrive and contribute expertise to protect the environment.
Our Vision:
Be the most trusted partner in the environmental services industry, delivering agile, sustainable, and innovative solutions. We nurture top talent and create lasting value for customers, shareholders, communities, and the planet.
Our Ownership:
Arcwood Environmental is backed by the EQT Infrastructure VI fund, enhancing capabilities and reach. EQT is a global investment firm managing substantial assets, with a focus on private capital and real assets.
Essential Functions & Responsibilities
Applications Sales Specialist, Environmental Assistance Program (EAP) & Lab Packs
The Applications Sales Specialist, EAP & Lab Packs is a technical sales expert responsible for driving growth of Arcwood's Environmental Assistance Program (EAP) and Lab Packing services. This role reports to the Program Manager, EAP & Lab Packs and partners closely with the Regional Sales team to develop and win new business in hospitals, universities, research laboratories, biotech/pharma sites, and light industrial customers with small-container chemical management needs. The specialist provides technical scoping, proposal collaboration, and opportunity development, ensuring that customers clearly understand Arcwood's capabilities and value proposition.
Technical Selling & Proposal Ownership
Owns customer proposals for EAP and Lab Pack opportunities leveraging templates set out by the Project Manager, EAP & Lab Packs
Performs on-site inventory assessments, scoping chemical segregation, packaging, and disposal requirements
Translates technical findings into clear, accurate statements of work for proposals
Recommends pricing exceptions based on complexity, risk, or non-standard waste streams
Provides technical support during sales calls, customer meetings, consultant engagements, and walk-throughs
Pipeline Prospecting & Hunting
Hunts for new EAP and lab pack opportunities within assigned large geographical territory based upon the segmentation model; nurtures leads following segmentation and targeting process
Builds relationships with EHS Directors, Lab Managers, hospital environmental teams, public-sector research centers, and university facilities groups
Represents Arcwood at industry events, conferences, and associations relevant to laboratory safety, healthcare, higher education, and small-quantity generator programs; conducts "lunch and learn" opportunities as needed
Technical Expertise & Deal Support
Serves as Arcwood's technical subject matter expert for lab pack chemical identification, segregation, hazard classes, and RCRA/DOT compliance
Ensures accuracy in profiling and packaging of small-container inventory for customer proposals
Provides technical support but does not own post-sale account management
Sales Enablement & Cross-Functional Collaboration
Trains regional sellers on how to identify and qualify EAP and lab pack opportunities
Partners with the Program Manager, EAP & Lab Packs to align proposals, SOPs, offer design, and value propositions
Supports national or multi-site bids by providing technical scoping input
Forecasting & Performance
Uses Salesforce CRM to maintains a segment-specific pipeline for EAP and Lab Packs
Tracks metrics including win rate, event revenue, customer segments, and technical complexity
Education
Bachelor's degree in chemistry, environmental science, biology, engineering or related field (required)
Experience
5+ years of experience in hazardous waste, lab packing services or environmental technical sales (required)
Deep understanding of and experience with lab pack segregation, chemical identification, RCRA/DOT rules and small-quantity generator compliance (required)
Demonstrated experience developing strong relationships with universities, laboratories, hospitals or biotech organizations (preferred)
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.
#J-18808-Ljbffr