Vice President of Sales

Vice President of Retail Sales - Waste to Value

Location: Remote, US. Roughly 30% travel to customer sites and team meetings, with up to 50% in busy periods.

The Company

Our client is a private equity-backed environmental services and resource recovery company operating across the US. The business partners with organizations across the food, agriculture and industrial sectors to manage and repurpose organic byproducts, turning them into valuable products and renewable resources.

The Role

This is a newly created senior commercial leadership position, sitting between executive leadership and the national sales team. You'll lead a team of four account executives responsible for managing and growing relationships with major multi-site customers across the US.

The team has established a strong foundation within the retail sector, and the next phase of growth will focus on expanding into additional markets, including food service, hospitality and other large national accounts.

You'll be responsible for approximately $30M in existing contract value, with a mandate to grow the portfolio to $100M over the next 3–4 years.

Key Responsibilities

• Lead, coach and develop a team of four national account representatives, establishing clear objectives and accountability for performance.
• Develop and implement a consistent, repeatable sales process across the full commercial lifecycle.
• Support the team in closing strategic opportunities, taking a hands-on approach to high-value negotiations and key customer relationships.
• Oversee contract negotiations and execution, ensuring commercial terms, pricing and agreements are aligned with business objectives.
• Own the sales budget, revenue targets, forecasting and overall financial performance of the national accounts portfolio.
• Identify and pursue opportunities to expand into new customer segments and verticals.
• Partner closely with operations, finance and other internal stakeholders to ensure customer agreements are commercially viable and operationally deliverable.

Background

• 12–15+ years of progressive sales experience, including at least five years in a senior commercial leadership position.
• Proven experience growing revenue through major national or regional accounts.
• Experience managing sales budgets, revenue targets and forecasting.
• Strong background in complex contract negotiations, pricing strategy and commercial agreements.
• Experience in service-based sales, ideally within environmental services, waste management, recycling or a related industry.
• Demonstrated ability to lead, develop and motivate high-performing sales teams.
• Strong CRM experience, ideally Salesforce.
• Commercially minded, energetic and results-driven, with a hands-on leadership approach.
• Bachelor's degree in Business, Marketing, Finance or a related discipline.
• Willingness to travel 30–50% nationally.