Applications Sales Specialist, Environmental Assistance Program (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, 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.

Essential Functions & Requirements:

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 set forth for the segment; nurtures leads following segmentation and targeting process and practice created by Project Manager, EAP & Lab Packs
• 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)

Competencies:

• Strong 'hunter' mentality with the ability to develop consultant relationships
• Ability to utilize technical concepts to creatively solve problems and provide and manage effective solutions
• Excellent ability to influence, negotiate, and build relationships in a matrix
• Excellent written and verbal communication skills to effectively communicate with internal and external stakeholders
• 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.