Role Description
Onterris is seeking a Key Client Leader to lead one or more of our most significant client relationships. This role is for driving long-term account growth, deepening client partnerships, and deploying Onterris full environmental platform to help clients solve complex operational, regulatory, and sustainability challenges. This position requires a proven strategic commercial leader who understands the realities of the chemical sector including regulatory pressure, emissions reduction, operational risk, and capital discipline, and can translate those needs into practical, defensible, and commercially sound environmental solutions.
The compensation range for this role is $150k to $200k in addition to an annual bonus (10-15%), commensurate with experience, skills, and geographic location.
To thrive in this role, you’ll be comfortable taking ownership of the following responsibilities:
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Own the enterprise-level relationship for major client(s), serving as the primary executive point of contact and trusted advisor.
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Develop and execute a multi-year strategic account plan, including revenue growth targets, service expansion, and client retention strategies.
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Lead and coordinate a cross-functional Client Solutions Team, ensuring consistent delivery, clear communication, and accountability across service lines.
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Partner with the relevant Market Sector Leader and fellow sector Account Managers to support sector initiatives, while mentoring and providing guidance to staff responsible for leading and managing key accounts across the sector portfolio.
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Align the Onterris monitoring, measurement, permitting, remediation, engineering, and advisory services across geographies to the client’s priorities.
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Identify, qualify, and advance new opportunities by proactively understanding the client’s assets, regulatory environment, and long-term business objectives.
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Ensure disciplined use of CRM tools (e.g., Salesforce), accurate forecasting, and clear reporting to executive leadership.
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Provide account-level oversight and accountability by monitoring overall portfolio health (schedule, budget, quality, and risk), intervening when performance or relationships begin to drift, elevating and resolving client issues at the executive level, and ensuring lessons learned are consistently applied to improve outcomes across the account.
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Partner with marketing and pursuit teams on major opportunities.
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Serve as the internal advocate for the client, translating client needs into actionable direction for technical teams and leadership.
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Use client insight to drive continuous improvement, shaping internal practices and capabilities to better meet evolving client and market needs while reinforcing a client-centric culture.
Specifics:
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Develop a Key Client Plan: Create a comprehensive client plan that includes client intelligence, historical performance, short-, medium-, and long-term goals, relationship mapping, and corresponding action plans.
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Salesforce Discipline: Ensure all information is current in Salesforce including account plan, team members, action items, pipeline, bookings and contacts.
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Establish a Key Client Solutions Team: Lead a Key Client Solutions Team (cross-functional, multi-business unit) team and create alignment and shared accountability for revenue growth.
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Implement Key Client Cadence Calls: Establish monthly calls to review action items, align on initiatives, assess financial performance, and monitor progress toward defined goals.
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Maintain a Healthy Pipeline: Build and track a 3×–5× unweighted pipeline and a 1.25× weighted pipeline in Salesforce, aligned to year-over-year growth objectives.
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Conduct Key Client Check-Ins: Schedule regular meetings with key client stakeholders, executive sponsors, and market sector leaders, with a goal of at least one engagement per quarter.
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Be a brand ambassador: Represent the company at industry events, conferences, and trade shows and increase Onterris market visibility and positioning.
Qualifications
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10+ years in sales, account management, or business development (technical or environmental services preferred).
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Demonstrated success managing and growing large, complex accounts ($5M–$20M+).
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Strong ability to translate technical solutions into commercial value.
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Deep experience with CRM systems (Salesforce) and data-driven sales management.
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Proven capability in strategic thinking, executive communication and influence, and cross-functional leadership.
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Analytical mindset with ability to turn data into actionable insight.
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Comfortable operating in a fast-paced, high-accountability environment.
Company Description
Onterris is a leading global environmental solutions company partnering with organizations to solve complex challenges where environmental pressures, regulatory expectations, and operational risks intersect. Guided by our mission to advance the way of life without compromising the integrity of our environment, we believe environmental responsibility and human progress are fundamentally connected. Our scientists, engineers, field teams, and consultants apply systems thinking that unites science, data, and practical expertise to deliver solutions that strengthen our clients’ resilience, mitigate risk, and protect the air, water, and soil that sustain communities, while uncovering responsible paths forward for planet and progress.
