Applications Sales Specialist, Fuels

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, Fuels
The Applications Sales Specialist, Fuels is Arcwood's commercial and technical expert for the fuels blending business, responsible for driving all blendable organic wastes to the Benton facility. This role partners with Regional Sales, leads complex national bids, and serves as the Company's subject matter expert (SME) on fuels blending capabilities, regulatory requirements, and commercial strategy.

The specialist helps shape segment value propositions and guides the field on how to position fuels blending solutions to target industries such as pharma, coatings, and organic chemical producers.

Essential Functions & Requirements:

Technical Selling & Proposal Ownership

• Owns major proposals for fuels blending opportunities while collaborating with Regional Sales
• Structures statements of work for large, containerized fuels and bulk-material opportunities destined for Benton
• Supports development of MSA structures for national or multi-site fuels customers
• Ensures proposals accurately communicate Benton's capabilities, acceptance criteria, and fuels blending economics including pricing recommendations

Pipeline Prospecting & Hunting

• Drives new business development for fuels blending, focusing on industries with high volumes of organic, blendable wastes
• Identifies and targets high-potential segments including pharma, coatings, and organic chemical producers
• Builds long-term relationships with refineries, terminals, and large industrial fuel users to expand Arcwood's fuels feedstock pipeline
• Works with sellers to identify large-volume opportunities across CONUS that match Benton's desired feedstock profiles
• Builds relationships with strategic fuels accounts and industry influencers and represents Arcwood at fuels-related industry events

Technical Expertise & Deal Support

• Serves as Arcwood's fuels blending SME, advising sellers and customers on acceptance criteria, operational requirements, and regulatory considerations
• Interprets regulations and policies affecting fuels blending, including EPA, RCRA, and renewable fuel standards
• Provides technical guidance on optimizing blendable material streams to maximize value for customers and Arcwood
• Ensures accurate characterization, profiling, and categorization of fuels blending materials

Sales Enablement & Cross-Functional Collaboration

• Builds fuels-specific playbooks, value propositions, and ROI tools for field sellers
• Trains sales teams on fuels blending fundamentals, target industries, and Benton's operational needs
• Partners with Legal to develop MSAs that incorporate volume commitments, performance metrics, and pricing structures
• Works with Marketing, Operations, and Program Managers to align messaging, offer positioning, and market visibility

Forecasting & Performance

• Owns the fuels segment forecast, including volume by waste stream and major opportunity tracking
• Tracks metrics including win rate, event revenue, customer segments, and technical complexity

Education:

• Bachelor's degree in business, engineering, environmental science or related field (required)
• CHMM certification (preferred)

Experience:

• 10+ years of experience in sales or commercial leadership within fuels, energy services, refinery/terminal services, or environmental services supporting fuels operations (required)
• Demonstrated success closing multi-site or national agreements with refineries, terminals, utilities or large industrial fuel users (required)
• Knowledge of and experience with hazardous and non-hazardous fuel regulations, best practices, and energy recovery programs (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.