Director, National Accounts

As an EEO/Affirmative Action Employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, or veteran status.

I. Job Summary 

The National Sales Director is responsible for leading and developing a high-performing sales team to achieve business goals and drive revenue growth within an assigned customer vertical. Establishes a strategic sales approach for growing and retaining large (Fortune 500) customers. Generates revenue growth by utilizing a consultative solution-based selling approach in the attraction and retention of large national accounts. Manages existing business relationships in order to achieve budgeted sales goals by developing and implementing sound retention strategies, utilizing strong negotiation efforts to preserve business, and securing contract agreements from previously non-contracted customers. 

II. Essential Duties and Responsibilities 
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other minor duties may be assigned.

Lead, mentor, and manage account management teams to ensure they meet or exceed sales targets. 

Provides coaching and training to develop sales skills, WM program knowledge, and customer relationship management.

Create a positive and motivating team culture focused on high performance, collaboration, and continuous improvement.

Design and executive a national sales strategy to grow revenue and market share, ensuring alignment with company objectives.

Develop the strategic synergies between WMs service offerings and our customers. 
 

Able to deliver consultative solution-based sales approaches to c suite level executives articulating the unique alignment of values between WM and the customer. 
 

Develop long-term, mutually beneficial business relationships which grows Grow existing revenue 
 

Develop unique approaches to new businesses 
 

Manage a book of business of approximately $275 million. 
 

Work with Corporate and Area personnel to develop National and Regional Account sales strategies. 
 

Successfully negotiates large dollar value, complex multi-year contracts with WMs terms and conditions 
 

 
 

III. Supervisory Responsibilities 
The highest level of supervisory skills required in this job is the management of managerial employees. This includes: 

 

• Direct supervision of National Account Managers
• Indirect supervision of Program Managers

 

IV. Qualifications 
The requirements listed below are representative of the qualifications necessary to perform the job. 

 

A. Education and Experience 
 

Education: Bachelors Degree (accredited) in Business Administration or technical area of study, or in lieu of degree, High School Diploma or GED (accredited) and four (4) years of relevant work experience. 
 

Experience: Seven (7) years of professional sales experience in an Environmental, Waste, or related industry with three (3) years selling into corporate and/or large accounts (in addition to education requirement 

B. Certificates, Licenses, Registrations or Other Requirements 
 

None required. 
 

C. Other Knowledge, Skills or Abilities Required 
 

Must have a working knowledge of transportation and disposal of both hazardous and non-hazardous waste. 
 

Ability to convert customer cancellation requests in order to maintain revenue levels, and/or complex negotiations skills required. 
 

Executive level client relationship and presentation experience 
 

Must be able to interact with all levels of personnel-waste coordinators to executive level. 
 

Must have advanced skills using the Microsoft Office suite, including Word, Excel and PowerPoint. 
 

Must possess excellent verbal and written communication skills. 
 

V. Work