National Accounts Manager

Who we are For more than 40 years, Reworld has been a leader in sustainable waste solutions, providing our customers with innovative solutions that help them achieve carbon-negative outcomes. Our Vision Reworld is leading the charge to a carbon-negative future through revolutionary sustainable materials management solutions that reduce, reuse, recycle and reimagine waste for the benefit of society and the environment. Our Business Reworld partners with businesses by offering cutting-edge engineering and innovative solutions, to help customers reduce, reuse, recycle and recover value from waste streams and meet or exceed their sustainability goals. Our Value Reworld's differentiator comes from our ecosystem of technology, facilities and partnerships, trusted by the world’s largest organizations to reimagine waste management for a smarter, more sustainable world. All that we’re missing is you. About The Role The Reworld Sales leadership team is looking to grow our selling team and is seeking to expand on our National Accounts Sales Program. The National Account Manager will be responsible for direct sales activities into key market segments. The successful candidate will execute on Reworld sales strategies, be responsible for lead generation, sales budget and profitability, retention of existing customer base, new logo prospecting, and expanding customer relationships that lead to sales revenue growth; this includes, adding new locations and lines of business that lead to execution on NEW business and Master Service Agreements. The candidate will report to the Program Director of National Sales – Corporate and work closely with our Customer Care, Solutions Sales Managers, other Sales Directors, and Waste Approval Teams to ensure all aspects of the business are efficiently and effectively managed. This position is a continuation of our growth strategy to further drive our success as a company. Location: Work from Home US. Travel: Up to 50% (traveling to clients & Reworld Facilities) Day to Day: The successful candidate’s daily work will include, but is not limited to, collaborating with their National Account leadership team to create and execute a strategic sales approach for large (Fortune 500) customers, establishing consistent contact & sales meetings with National key stakeholders, that expand the Reworld brand through building relationship, writing sales proposals, negotiating contracts for Reworld services, etc. as defined by Reworld National Programs. This successful candidate will utilize a consultative solution-based selling approach for targeted revenue growth and the attraction and retention of large accounts. This sales leader will manage existing business relationships to meet and exceed budgeted sales targets, by developing and implementing retention strategies, utilizing strong negotiation efforts to preserve business, and securing Master Service Agreements from previously non-contracted customers. What You Will Do Work with the national account strategies and sales solutions teams to promote the strategic synergies between Reworld service offerings and our customers Ability to deliver consultative solution-based sales approaches to Environmental Health & Safety corporate contacts & buyers, articulating the unique alignment of values between Reworld and the customer Develop long-term, mutually beneficial business relationships which GROW existing relationship with the customer & associated revenue Develop with National Account management unique opportunity & approaches to new businesses channels Manage and grow a book of business of a significant multi-million dollar portfolio Develop and execute written account plans for assigned strategic customers Map corporate, regional, and facility-level stakeholders Build multiyear growth strategies by customer, geography, facility, and service line. Sales and Administrative Processes – Will follow established protocols regarding contracts, credit, pricing, procedures, and documentation Successfully negotiates large dollar value, complex multi-year contracts with Reworld’ s terms and conditions Serve as the single point of contact for corporate customers and manage assigned Reworld business relationships for selected National customers Assist National Program Director in onboarding new talent & skill sets, as required, necessary for National Account Sales Team success Forecasting and reporting – Will actively communicate and input activities and pipeline opportunities through CRM/Salesforce Will utilize industry tools & training to support industry segments as the subject matter expert Strong self-motivation and self-discipline to work remote and meet/exceed sales goals Only team supervisory skills required in this job, no direct reports are supervised What You Will Need Remote position within the United States, with preference for candidates located near a major airport and within reasonable proximity to key customer and Reworld locations. 10+ years equivalent experience within the Environmental Industry or professional sales experience with specific attention on profiled waste disposal, waste management, transportation, landfill diversion, industrial services, recycling, assured destruction, liquids management, containerized waste, and/or other Reworld Lines of Business 3+ years’ experience selling into corporate and/or large accounts Strong interpersonal skills that build rapport and trust Demonstrated ability to retain and expand complex enterprise accounts while developing new relationships and converting strategic opportunities. Ability to work flexible hours when business demand requires Travel to Reworld facilities and customer sites as required (up to 50% travel) Ability to convert customer cancellation requests to maintain revenue levels, and/or successful track record of negotiations skills with customer retention Corporate level client relationship and presentation experience, with strong emphasis on ability to communicate the Reworld value proposition across all levels of the client organization Must be able to interact with all levels of personnel-waste coordinators to executive level Must possess excellent verbal and written communication skills Ability to provide accurate forecasting and pipeline development within account management Results-driven and innovative/out of the box thinker, for creative strategy sales plans and pricing structures Proficient with basic computer hardware and software (Office 365 and CRM Programs), including Salesforce, Word, Excel & PowerPoint Qualifications Additional Job Description Bachelor’s degree or equivalent combination of education and relevant professional experience. MBA preferred. Exceptional communication, negotiation, and relationship-building skills. Ability to travel as needed to meet with clients and manage projects across multiple locations. 7–10 years of progressive experience in strategic account management, enterprise sales, program management, or business development. Demonstrated ownership of large, complex, multi-location customers. Experience negotiating multimillion-dollar, multiyear agreements. Proven record of retaining and expanding an established book of business while creating new revenue. Experience leading cross-functional teams in a matrixed organization. Familiarity with environmental services, waste management, manufacturing, healthcare, life sciences, logistics, industrial services, or another operationally complex B2B industry. Ability to engage credibly from the facility level through senior corporate leadership. Strong financial, pricing, and margin-management skills. Proficiency with Salesforce or the company’s designated CRM and reporting tools. All Reworld positions require a candidate's ability to perform the duties and responsibilities of the role while upholding Reworld's Values, including (but not limited to) contributing to a safe and inclusive workplace, delivering results through trust, and building breakthrough capabilities. Please note that Level, Title and/or Salary may be adjusted based on the applicant's experience or skills. Pay Transparency Reworld is committed to paying its staff equitably, and we strive to provide competitive compensation and benefits packages. The range below reflects Reworld’s reasonable estimate of base pay for this role based on primary posting location. It is expected that most qualified candidates in this location will fall within the posting range. The final salary offered for this role will be determined based on factors including, but not limited to: experience, education, geographic location, skills and competencies, travel requirements and/or union contracts (if applicable). Pay ranges are reviewed from time to time and may be modified in the future. The pay range for the primary location of this position is: $118,700.00 - $169,800.00 USD per annum Reworld™ provides an industry-leading benefits package that supports the whole person—and their families—through a balanced approach to mental, physical, and financial wellbeing. Regular full-time employees based in the USA have access to comprehensive medical, prescription drugs, dental, and vision coverage, FSA, HSA, short- and long-term disability benefits. Our 401(k) plan is industry-leading, with an up to 7% company match. Additional benefits include Company-paid life and AD&D insurance, EAP, paid parental leave, and educational assistance. For more information regarding these offerings, please visit the Reworld Careers Benefits Page. Reworld™ reserves the right to amend, suspend or terminate any benefit plan, in whole or in part, at any time. Our DEI Commitment Reworld is an Equal Opportunity Employer, has developed an Affine Action Program (AAP), and will not discriminate against any qualified applicants because of race, color, religion, sex, national origin, sexual orientation, gender identity, disability (including perceived disability, physical, mental, and/or intellectual disabilities), veteran status, liability for service in the Armed Forces of the United States, or any other characteristic protected by law. Know Your Rights (Click to view poster) Attention Staffing Agencies & Search Firms Reworld may sometimes selectively collaborate with staffing agencies and search firms (Agencies). Reworld will only consider candidates from Agencies with whom a signed agreement and a duly authorized work order (for a specific role) has been duly executed. Any unsolicited candidate submissions or candidate submissions from Agencies that do not meet these criteria, will be deemed invalid and ineligible for any fees. #J-18808-Ljbffr