National Sales Director

Stellenbeschreibung:

Identify and target large enterprise clients, particularly in manufacturing and distribution, that generate substantial recyclable waste
Develop and execute strategic approaches to secure high-value accounts through phone appointments, industry events, and other engagement opportunities
Research client needs, validate sales opportunities, and develop profitable solutions
Build and nurture long-term relationships with Corporate Sustainability, Indirect Procurement, and other corporate decision-makers
Articulate NorthStar's value proposition across multiple decision-makers
Serve as primary point of contact throughout the sales process and transition accounts to Client Services after contract signing
Lead consultative sales from discovery through contract signing
Develop and implement sales plans to meet or exceed Gross Profit targets
Conduct discovery workshops, solution presentations, product/service demonstrations, and negotiations
Conduct client facility site visits and on-site consultations
Analyze waste and recycling data to qualify prospects and identify program improvement opportunities
Develop and present written reports on waste management opportunities and solutions
Maintain expertise in commodities, waste streams, industry regulations, and best practices
Use market insights to identify growth and innovation opportunities and provide feedback to internal teams
Collaborate with operations, client services, and other departments on implementation, service delivery, solutions, and pricing
Participate in regular sales meetings and contribute to sales strategy
Maintain accurate CRM records covering sales activities, client interactions, and pipeline status
Prepare sales performance reports, forecast updates, and market insights
Analyze sales data to refine strategies and improve performance
Achieve Gross Profit growth targets and acquire large new enterprise accounts

Requirements

Bachelor's degree in business, Sales, Marketing, Environmental Science, or a related field preferred
Minimum of 10 years of experience in B2B sales, including at least 5 years in a senior or national enterprise sales role
Proven track record in strategic account acquisition, particularly within food & beverage, industrials, or CPG sectors, ideally focused on recyclable waste solutions
Proven track record of generating profitable leads and leveraging BDR support
Expertise in strategic, consultative sales and managing large enterprise accounts
Strong understanding of commodities, recyclable waste streams, and waste management solutions
Exceptional interpersonal and communication skills, including experience engaging C-suite and executive decision-makers
Proven record of achieving or exceeding sales targets and winning very large national accounts
Ability to leverage market insights and conduct in-depth research to tailor client solutions
Strong product demonstration, high-impact presentation, negotiation, and closing skills
Valid driver's license and clean driving record
Must be authorized to work for any employer in the United States
Applicants must not require employment visa sponsorship

Core Competencies

Demonstrates expertise in strategic account acquisition and consultative sales, particularly in the recyclable waste solutions sector. Proven ability to build relationships with corporate decision-makers and achieve significant sales targets through tailored client solutions.