The Challenge
Triumvirate Environmental is scaling its consulting division across pharma and life sciences by converting existing embedded field relationships into high-value, multi-service engagements. You'll bridge sales and consulting delivery to systematize cross-selling and unlock self-funding circularity and operational excellence projects that CFOs actively champion.
Your Mission
Map and qualify the consulting pipeline across 500+ embedded personnel relationships; identify top 50 accounts with immediate consulting expansion potential
Co-close 2-3 complex, multi-service consulting engagements (target $500K+ ACV) alongside field sales leaders to establish commercial momentum
Build and validate a discovery and qualification playbook for sellers; train pilot group of 5-8 field reps on consulting value conversations
Develop pricing framework for core consulting service bundles (operational excellence, Lean/Six Sigma, circularity programs) with finance
Pipeline of 15+ qualified consulting opportunities in advanced stages; track conversion velocity and deal velocity metrics
Deliver 6-8 closed consulting engagements; establish win/loss analysis and identify repeatable service packages
Scale seller enablement to 30+ reps with documented playbooks, coaching cadence, and qualification criteria
Create cross-sell motion dashboard and forecast consulting revenue contribution to FY 2026-2027 targets
KPIs You'll Own
Consulting Pipeline Value
Total ACV of qualified, in-flight consulting opportunities tracked monthly; target growth from baseline to $5M+ by end of year.
Win Rate (Complex Deals)
Percentage of qualified consulting opportunities that close; benchmark 35-45% for multi-service engagements.
Average Deal Size
ACV of closed consulting engagements; target $400K-$750K for embedded-to-consulting conversions.
Seller Enablement Adoption
Percentage of field sales team trained and actively using playbooks in discovery conversations; track monthly.
Sales Cycle Length
Days from qualified opportunity to contract signature; aim to compress from industry 120 days to 60-90 days via playbooks.
Tools & Stack
Your Team
Your Manager
Head of Consulting
Current Team
Field sales organization (500+ embedded professionals), consulting delivery teams, finance/pricing support
New senior leadership role to scale commercial consulting division
The Package
Salary
$160K-$220K base
Variable
Performance-based bonus tied to pipeline, close rate, and revenue targets (est. 20-30% of base)
Remote
Hybrid; can be based anywhere on East Coast (Boston, MA to Raleigh, NC). On-site interaction with HQ and field teams expected 40-50% of time.
Benefits & Perks
Company Intelligence
Triumvirate Environmental is one of North America's largest integrated environmental services firms serving life sciences, healthcare, higher education, and advanced manufacturing. The company combines on-site embedded personnel, project-based consulting, field services, and waste management; their Plastics4Purpose program converts tens of millions of pounds of regulated medical plastics into commercial products annually.
Team Size
500+ embedded professionals across client facilities; larger organization size not disclosed
Customers
Pharmaceutical manufacturers, biotechnology firms, medical device companies, healthcare systems
Culture
Outcome-driven, relationship-centric, mission-aligned (circular economy focus); values operational rigor and deep domain expertise
Is This Role For You?
- You've built and scaled consulting sales practices within a technical/operational domain (manufacturing, operations, EHS, supply chain) and can speak the language of Lean, Six Sigma, and process optimization
- You're equally comfortable closing complex $500K+ deals and coaching junior sellers on discovery skills; you see enablement as a competitive edge, not a distraction
- You have life sciences, pharma, or healthcare operations domain expertise-not required to have worked in EHS specifically, but you understand regulatory constraints and operational complexity in these sectors
- You thrive in a high-touch, relationship-driven sales environment where you're leveraging existing trust and access rather than building from cold; you see the competitive moat in embedded relationships
- You're comfortable with ambiguity in a hypergrowth phase and can build systems, playbooks, and processes while simultaneously closing deals
- You're a traditional strategy/management consulting partner looking for a calm, structured environment; this is scrappy, field-facing, and demanding of commercial execution
- You lack hands-on sales experience or the instinct to close deals yourself; this role is 70% individual contributor selling, not 100% enablement
- You don't have domain expertise in operational excellence, manufacturing, EHS, or life sciences; you'll lack credibility with sellers and customers if you're learning the language from scratch
Interview Process
Initial Screening
Hiring team validates consulting sales experience, domain expertise (Lean/Six Sigma/EHS/pharma ops), and understanding of embedded relationship models
Commercial Deep Dive
Case study discussion: walk through a complex multi-service deal you've closed; discuss discovery process, value articulation, and deal structure
Enablement & Leadership Discussion
Conversation with Head of Consulting on how you'd build playbooks, coach sellers, and scale consulting cross-sell motion; discuss your philosophy on sales enablement
Domain Expertise Validation
Technical conversation with operations or EHS leader on circularity programs, Lean deployment, waste reduction, and financial impact modeling
Final Interview & Offer
Meet with broader leadership team; discuss vision for consulting division scaling and alignment on Year 1 targets
Ready when you are
Interested in this role?
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