Controlled Environment Sales Representative

Position Summary

The Controlled Environment Sales Representative is responsible for generating profitable revenue growth for MTA's Controlled Environment division. This role develops new business, expands existing customer relationships, and works closely with Controlled Environment operations, field technicians, refrigeration/hot-cold support, and project teams to identify customer needs and deliver appropriate MTA solutions. The Sales Representative will create and maintain a territory sales plan, document activity in the CRM, execute a regular call cycle, and build long-term relationships with pharmacies, laboratories, healthcare organizations, and other controlled environment customers.

Essential Job Functions

• Develop sales opportunities by researching and identifying target accounts, soliciting new accounts, following up on leads, and converting qualified opportunities into quoted and sold work.
• Partner with Controlled Environment technicians, refrigeration/hot-cold resources, and project teams to identify cross-sell opportunities where MTA performs one book of business but may not yet provide the full Controlled Environment solution set.
• Build rapport with pharmacies, laboratories, healthcare administrators, facility leaders, and key decision makers; also identify additional industries that require Controlled Environment testing, certification, repair, monitoring, or related services.
• Provide professional, high-level technical explanations of MTA Controlled Environment capabilities, service offerings, customer deliverables, and value proposition.
• Create and maintain a territory sales plan designed to meet or exceed revenue and profit goals established by leadership.
• Maintain accurate CRM documentation, including customer contact history, follow-up notes, opportunity stage, next steps, expected close timing, and required operational support.
• Prepare materials needed for quotes, customer meetings, proposals, upcoming events, and follow-up actions.
• Follow sales best practices, MTA policies, and department procedures that support consistent call-cycle execution, timely follow-up, and strong customer communication.
• Work with operations and leadership to support customer retention, relationship development, lost-account prevention, and win-back opportunities where appropriate.
• Identify opportunities to improve the Sales role, communication process, customer handoffs, quote quality, and overall customer experience.
• Accomplish department and organizational goals set forth by the National Director / Sales Leadership.

Knowledge, Skills, and Abilities

• Strong relationship-building skills and ability to communicate with healthcare, pharmacy, laboratory, and facility management stakeholders.
• Ability to understand and explain Controlled Environment services at a customer-facing level, including how MTA supports compliance, certification, testing, repairs, and ongoing service needs.
• Excellent communication, listening, follow-through, and organizational skills.
• Highly self-motivated with the ability to manage a territory, prioritize opportunities, and work with limited supervision.
• Positive attitude, professional presence, and commitment to customer service.
• Comfort using CRM tools, documenting customer activity, managing opportunities, and following structured sales processes.
• Ability to coordinate effectively with operations, field technicians, project teams, scheduling, quoting, and leadership.

Qualifications

• Bachelor's degree preferred, but not required.
• Established sales background preferred, ideally in healthcare, life sciences, pharmacy, laboratory, facilities services, environmental services, certification/testing, or a related B2B service environment.
• Experience managing customer relationships, prospecting, cold calling, creating proposals, and closing service-based opportunities.
• Ability to travel extensively, work flexible hours, and adjust schedules to meet customer and business needs.
• Must demonstrate commitment to MTA's core expectations around integrity, safety, customer service, quality, and professional conduct.

Physical Demands

• Ability to lift up to 50 pounds as needed.
• Ability to sit, stand, walk, lift, bend, hold equipment/materials, and drive for extended periods of time.
• Ability to travel to customer sites, attend meetings, and participate in field/customer activities as required.

Travel

• Up to 85% or more travel may be required based on territory coverage, customer needs, and business priorities.
• Overnight travel may be required.
• Occasional nights and weekends may be required to support customer schedules, events, or urgent business needs

Position Type/Expected Hours of Work

• This is a full-time position.
• Standard workdays are typically Monday through Friday; hours may vary based on customer needs, travel, meetings, and business priorities.
• The role may require occasional evening or weekend work.

Core Performance Expectations

• Meets or exceeds assigned territory revenue and profit goals.
• Maintains disciplined CRM documentation, clear next steps, and timely follow-up on customer opportunities.
• Builds a regular customer call cycle focused on relationship development, retention, and growth of Controlled Environment accounts.
• Converts customer needs into qualified opportunities and supports a clean handoff to quoting, operations, and scheduling.
• Represents MTA professionally and supports a white-glove customer experience.

Disclaimer

The above is intended to describe the general content of and requirements for the performance of this job. It is not to be construed as an exhaustive statement of duties, responsibilities or physical requirements. Nothing in this job description restricts management's right to assign or reassign duties and responsibilities to this job at any time. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.