Director, New Business Development

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.

Director, New Business Development Developing and deploying innovative solutions for our customers to help them handle their waste safely, compliantly, and economically is at the core of what we do at Arcwood every day. Many of these solutions leverage our existing capabilities - incineration, wastewater treatment, fuels blending, stabilization and landfill - or we work with external partners to find the best existing options in the market. However, as customer processes, waste profiles, and expectations change while regulation continues to evolve, we also need to advance and bring new technical solutions and new business models to market.

We are seeking a dynamic, entrepreneurial leader who will develop innovative solutions and business models and drive their commercialization and growth. Reporting directly to the Chief Strategy and Transformation Officer (CSTO), the Director of New Business Development will be responsible for the innovation and new solutions roadmap, create business plans and go to market strategies, and work directly with our customers and our sales team to expand new service lines. The most important measure of success will be to (a) create new business/delivery models (b) demonstrate pilot revenue that validates the hypothesis and (c) work with broader team to scale up revenue growth that meets or exceeds business plan projections for a small number of new solutions prioritized for commercialization.

While we have not yet finalized our innovation and new solutions roadmap, opportunities for new solutions and business models include:

• Onsite treatment and closed loop solutions for PFAS
• Onsite concentration of liquid hazardous waste
• Subscription model for small Haz waste generators
• Vendor-managed bulk waste inventory
• Digital offerings

The ideal candidate will have a proven track record in business model innovation and new business development, ideally in a B2B service context. They also need to have an entrepreneurial "hunter" mindset and be motivated by the challenge and excitement of building a new business from scratch - our goal is to manage these new solutions like startups within a broader established company.

To be successful, the Director, New Business Development will be able to translate high-level strategic concepts into actionable business plans, build minimally viable solutions to test and improve them with our customers, and leverage our existing Sales teams to scale quickly, our Operations team to deliver high quality service, and external partners to close capability gaps. Additionally, they should be adept at managing multiple projects, analyzing data to inform decisions, and engaging key internal and external stakeholders. If you are passionate about sustainability, innovation, and growth and ready to make a significant impact, we invite you to join our team.

• Develops a pragmatic innovation and new business roadmap focused on accelerating growth through new technical solutions, new services, and / or new business models
• Establishes business plans for new solutions with clear financial targets and milestones
• Owns the execution of the business plans and deliver revenue growth that meets or exceeds business plan projections
• Establishes Arcwood's "innovation ecosystem" - strategic partnerships with technology companies or other service providers that we need to bring new solutions to our customers
• In collaboration with our Regional and Corporate Sales teams, brings new solutions to existing and new customers and sees opportunities through to deal close

• Regularly monitors, analyzes, and reports on progress against business plan milestones and metrics
• Takes on additional duties as assigned to support the team and organization

• 10+ years of experience in strategy, innovation, new business development or commercialization roles (required)
• Direct experience launching and scaling new service lines or business models with measurable revenue and EBITDA impact (required)
• Previous experience within B2B services for waste disposal and environmental sustainability (preferred)
• Prior exposure to startup, venture or corporate innovation environments (preferred)