SMG is a nationally recognized professional service organization that provides workplace safety consulting, training, staffing, program planning, and implementation. We offer a comprehensive benefits package that includes Medical, Dental, Vision, Flexible Spending, a 401k with employer matching, paid holidays, Life and Disability Insurance, and additional supplemental products.

SMG seeks a Territory Client Engagement Manager – EH&S.

As the Territory Client Engagement Manager for Safety Management Group (SMG), you will drive client engagement, expand relationships, and generate new business opportunities across your assigned territory. This role requires a strategic thinker who excels at building relationships, understanding client needs, and delivering customized solutions that align with SMG’s Environmental Health and Safety (EHS) services and SaaS-based VERO platform. While this is not explicitly a "sales" role, you will be expected to lead client acquisition efforts, grow SMG's market presence, and ensure client success through tailored safety solutions.

You will utilize proven sales methodologies like MEDDPICC to qualify and manage opportunities while developing and maintaining strong client relationships across sectors like construction, manufacturing, utilities, and healthcare. You’ll also actively participate in industry associations and networking events to represent SMG, driving awareness and securing new business.

 Overview of Job Responsibilities 

• Client Engagement & New Business Development: Build and expand client relationships, identifying new opportunities to introduce SMG’s comprehensive EHS services and VERO platform.
• Strategic Sales Approach: Use the MEDDPICC framework to qualify opportunities, ensuring they align with SMG’s service offerings and can deliver long-term value to clients.
• Industry Networking & Leadership: Represent SMG at local trade groups, safety associations, and contractor associations to strengthen relationships and develop leads.
• Tailored Safety Solutions: Leverage your deep understanding of EHS regulations and safety practices to deliver custom safety and compliance solutions that meet client needs.
• Executive Relationship Building: Cultivate relationships with key decision-makers at the executive level to expand engagements and introduce additional services.
• Pipeline Management: Use Salesforce to track and manage your pipeline, providing accurate forecasts and ensuring that revenue targets are consistently met.
• Client Retention & Growth: Lead efforts to retain and grow existing client relationships, identifying opportunities to expand services and ensure continued client satisfaction.

Key Performance Indicators (KPIs)

• Revenue Growth: Achieve or exceed quarterly and annual revenue targets through client acquisition and expansion.
• Sales Pipeline: Maintain a pipeline at least 4X your revenue goal, ensuring steady opportunity flow and progress toward targets.
• Client Acquisition & Retention: Track the number of new clients acquired and existing client retention rates, focusing on building long-term relationships.
• Sales Effectiveness: Successfully apply the MEDDPICC framework to qualify leads and close opportunities.
• Client Engagement & Networking: Number of client meetings, presentations, and participation in industry events

• Minimum of 5 years of experience in consultative B2B client engagement or sales, ideally within the construction, industrial services, or EHS sectors.
• Proven track record of building executive-level relationships and driving business growth.
• Experience using MEDDPICC or other strategic sales frameworks to manage complex sales cycles.
• Strong understanding of EHS regulations and safety compliance, with the ability to tailor solutions to meet industry-specific requirements.
• Proficiency in Salesforce or other CRM tools for pipeline management and forecasting.
• Excellent communication, presentation, and relationship-building skills.

Physical Demands: 

• Remaining in a stationary position for a prolonged period of time.
• Wearing personal protective gear correctly when required.
• Driving a company vehicle for long periods of time.
• Manual dexterity for typing and other repetitive tasks. 
• Must be able to speak in an accurate and detailed manner on the phone or in person.
• Able to travel by car, plane, or train to meet with clients and attend industry events.

Working Conditions: This position requires 50% travel and working remotely. This requires a high-speed internet connection and the ability to work remotely without distraction.

FLSA Status: Exempt 

 SMG provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.