Vice President of National Accounts

Job Description

Job Description

Overview

The Vice President, National Accounts is the senior commercial leader responsible for developing, growing, and retaining the organization's largest and most strategic national account relationships across multiple regions and business units. Reporting to a senior executive, this role establishes enterprise account strategies that drive profitable revenue growth, customer retention, and long-term partnerships while aligning cross-functional execution with the Company's strategic objectives. The Vice President, National Accounts provides executive oversight of national account sales, customer relationship management, contract strategy, operational alignment, and organizational performance to ensure consistent delivery of exceptional customer experiences and sustainable financial results. The role serves as the executive face of Casella's national account program, leading executive customer business reviews, pro forma evaluations, strategic contract discussions, and long-range customer growth planning while ensuring commercial commitments are operationally executable.

 

Hiring Range: $200,000 - $275,000 per year

Responsibilities

• Develop and execute the national accounts strategy to achieve revenue growth, profitability, customer retention, and market expansion objectives.
• Evaluate customer profitability, establishing contracts and ensuring proper IRRs to ensure profitable returns.
• Maintaining accountability for the overall financial performance of the National Account portfolio which includes revenue growth and EBIT/EBITDA contribution
• Serve as executive relationship owner for the Company's most significant national customers, building trusted partnerships with senior customer stakeholders.
• Lead development of pro forma analyses, financial models, and business cases to support major customer opportunities, contract negotiations, capital investments, and strategic initiatives.
• Drive a culture of financial discipline, data-driven decision-making, and accountability across the National Accounts organization.
• Partner with Operations, Customer Experience, Finance, Legal, Marketing, and Regional leadership to ensure seamless execution of customer commitments.
• Identify opportunities to expand service offerings, improve customer satisfaction, and increase wallet share within strategic accounts.
• Establish performance metrics, business reviews, and account governance processes that strengthen customer relationships and improve financial performance.
• Monitor performance against budgets, forecasts and key financial objectives while implementing corrective actions.
• Lead, develop, and mentor directors, account executives, and other commercial leaders while building a high-performing sales culture.
• Lead executive customer business reviews, pro forma analyses, contract negotiations, and long-term customer strategy sessions to strengthen partnerships and drive profitable growth.
• Analyze sales performance, pricing realization, account profitability, forecasting accuracy, and financial trends to support data-driven commercial decisions.
• Drive continuous improvement across customer onboarding, contract administration, pricing governance, billing coordination, customer issue resolution, and other commercial back-office processes.
• Champion adoption and optimization of AMCS, CRM platforms, CORE, Power BI, and other enterprise technologies to improve commercial visibility, forecasting, analytics, and customer service.
• Establish structured leadership routines including weekly staff meetings, performance reviews, talent development, succession planning, and cross-functional issue resolution to build a high-performing organization.
• Lead change management initiatives that enhance organizational effectiveness, employee engagement, and business performance.
• Foster a culture of accountability, collaboration, innovation, and business ownership throughout the National Accounts organization.

Qualifications

The successful candidate will bring a minimum of 15 years of progressive leadership experience in sales, commercial operations, account management, or related business functions, including executive-level responsibility. A Bachelor’s degree in Business, Marketing, Finance, or a related field required; Master’s degree is preferred. Demonstrated success leading enterprise or national account organizations within complex, multi-site environments is essential, along with experience developing and executing commercial strategies, managing significant P&L impact, and leading high-performing cross-functional teams.
The ideal candidate has a proven track record of delivering national account revenue growth, EBITDA improvement, margin expansion, revenue diversification, market share gains, and new business acquisition. They must be skilled in driving strategic initiatives, achieving sales, forecast, and budget objectives, and maximizing returns on commercial and industrial investments. Additionally, the candidate should demonstrate a strong commitment to talent development by fostering employee engagement, building leadership bench strength, ensuring succession readiness, and establishing policies, processes, and best practices that enhance enterprise performance and customer value.