Executive Sales Manager

Job Description

Job Description

Description:

About Agri-Cycle

Agri-Cycle is New England's largest and fastest-growing food waste collection company. We partner with businesses, institutions, and communities across the region to divert organic material from landfills and turn it into renewable energy, high-quality compost, and animal feed.

Position Overview

As the Executive Sales Manager, you will spend most of your time developing nationally distributed, remote, in-field sellers across New England and the Mid-Atlantic. Your time will be spent selling a strategic book of blue chip national and large-volume accounts of your own. Our sales division has been developed over the last couple years and we’re continuing to build infrastructure for a growing, scaling team. We’re seeking a leader who can come in and assess the current processes and help develop the next phase of infrastructure. Additional scope includes managing Hubspot’s adaption among the team and developing and ensuring best practices and training are consistent. Our sales team is comprised of passionate, focused, and motivated folks focused on the goal of increasing food waste diversion nationwide. We’re seeking a manager who genuinely loves to develop and grow sales professionals through mentoring, coaching and consistent support. 

Key Responsibilities: Coach and lead (about 60 percent)  

• Run weekly operations with each rep: 1:1s, pipeline review and strategic planning and key accounts
• Coach, mentor and educate on approach, situations and best practices 
• Own data and pipeline integrity in HubSpot
• Recruit, onboard, and train new reps as the team grows 
• Identify key resources and support required to scale the team 
• Partner with operations on pricing, feasibility, and service design for non-standard opportunities 

Sell (about 40 percent)  

• Carry a personal sales quota against a defined list of named national, multi-site, and large-volume accounts 
• Prospect, qualify, and close across the full service menu: tote collection, long-haul and LTL brokered diversion, grease trap and used cooking oil service, depackaging, animal feed diversion, liquids, and emergency spoilage response 
• Lead and drive complex opportunities across operations, facilities, sustainability, EHS, quality, and procurement 
• Support and guide reps on their largest opportunities, RFPs, and corporate proposals 

Requirements:

• A builder’s instinct. You’ve joined a rapidly growing organization and been skilled and swift to provide a foundation, know-how and clarity to a team. You’re highly motivated and passionate about learning the nuances of the industry with strong business acumen. 
• A track record managing a sales team. You can speak to how you achieved success and how you built a successful team. 
• 5+ years of B2B field sales with national wins. 
• Proven track record of building an inbound pipeline without historical infrastructure nor a team behind you 
• A consultative selling approach you can teach, not just perform. We diagnose the customer operation first and prescribe second. 
• Expert in CRM’s like HubSpot, Salesforce or a similar system 
• 2-3 years of experience selling into multi-site or enterprise
• Willingness to travel 25% for strategic sales efforts and conferences. 

Preferred Qualifications: 

• 2-3 years of experience in B2B service sales in adjacent industry 
• Vertical experience in food manufacturing and processing, grocery retail, distribution and cold storage, healthcare, or institutional food service 
• Experience selling services priced per opportunity rather than from a fixed price book 
• RFP and formal bid response experience 
• A Northeast or Mid-Atlantic network in our target segments 

Compensation: OTE-150k