Key Account Executive Sales Manager

Reconomy • Windsor, CT

7d • $110,000 - $130,000

About The Position

The Key Account Executive drives new revenue growth by acquiring national and multi-site accounts for Lincoln Waste Solutions’ managed waste and recycling services. The role sells outsourced waste program management through an asset-light model, using a national vendor network, consolidated invoicing, cost optimization, landfill diversion solutions, and data-driven reporting rather than company-owned hauling or disposal assets.

The position owns the full sales cycle for large, complex opportunities, from prospecting and discovery through waste-spend analysis, solution design, RFP responses, pricing, negotiation, and close. It partners with Pricing, Procurement / Vendor Management, Operations, Legal, Implementation, and Account Management to develop profitable, serviceable programs and support a smooth transition from signed agreement to implementation. The role also remains involved during the early account lifecycle to help protect retention and identify expansion opportunities.

Lincoln Waste Solutions, powered by Reconomy, provides full-service management for waste and recycling, including recycling, waste consulting, hauler management, and back-office support. The company works with clients across industries and partners with more than 6,000 haulers to support waste efficiency, recycling, sustainability reporting, and cost savings.

Requirements

• Bachelor’s degree in Business, Sales / Marketing, Environmental Science, or a related field, or equivalent relevant experience.
• 5–8 years of B2B sales experience with a track record of closing national or multi-site accounts.
• Experience selling waste, recycling, environmental, facilities, or logistics services.
• Demonstrated success managing long, complex sales cycles involving procurement, finance, and C-suite stakeholders.
• Experience leading RFP / RFI responses and formal proposal processes.
• Strong financial acumen, including the ability to build and present cost-savings, pricing, and margin analyses.
• Proficiency with CRM systems such as Salesforce and disciplined pipeline management.
• Valid driver’s license.
• Consultative, solution-based B2B selling experience (5+ years).
• National / multi-site account acquisition and enterprise sales-cycle experience (3+ years).
• Waste, recycling, or environmental services industry knowledge (3+ years).
• Financial acumen in pricing, savings modeling, and margin analysis (3+ years).
• Negotiation and contract / commercial-terms management experience (5+ years).
• CRM proficiency and pipeline discipline (3+ years).
• Executive presence, communication, and presentation skills (5+ years).

Nice To Haves

• Experience with an asset-light, brokered, or managed-services model is strongly preferred.
• Industry certifications such as SWANA or TRUE Advisor.

Responsibilities

• Identify, prospect, and qualify national and multi-site target accounts across priority verticals, including retail, industrial, logistics, healthcare, and data centers.
• Build and maintain a robust CRM pipeline with accurate opportunity stages, values, close-date forecasts, and disciplined pipeline management.
• Represent the company at industry associations, trade shows, and networking events to generate demand.
• Lead discovery, including waste-stream assessments, invoice audits, and site-level service analysis, to quantify client opportunities.
• Partner with Pricing, Procurement / Vendor Management, and Operations to design serviceable, margin-appropriate programs using the third-party vendor network.
• Own RFP / RFI responses, proposals, and business cases, including savings, diversion, and sustainability outcomes.
• Position the asset-light value proposition—including vendor optimization, consolidated invoicing, reporting, and program management—against asset-based competitors.
• Present solutions and business cases to procurement, finance, sustainability, and C-suite stakeholders.
• Negotiate pricing, service levels, and commercial terms in partnership with Legal and leadership.
• Manage MSA / SOW review and execution, coordinating internal approvals for margin and risk terms.
• Secure multi-year agreements that balance client savings with company profitability.
• Maintain deal momentum and multi-threaded relationships throughout extended sales cycles.
• Partner with Implementation and Account Management to transition new accounts from close to onboarding.
• Support vendor sourcing and service transition activities during account ramp-up.
• Remain engaged through the early account lifecycle to help protect retention and identify expansion opportunities.
• Monitor waste and recycling market dynamics, commodity trends, regulatory developments, and competitor activity, and provide field intelligence to Pricing, Marketing, and leadership.

Benefits

• Health insurance
• Dental insurance
• Vision insurance
• 401(k) with employer matching
• Professional development and learning opportunities, including LinkedIn training, mentorship, and advancement opportunities

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level