Key Account Manager - Environmental (Western region)

IPL Schoeller•Goodyear, AZ

10d•Remote

About The Position

On July 1, 2025, IPL Plastics merged with Schoeller Allibert to form IPL Schoeller (the ‘company’). The Company’s operations are split across North America (11 manufacturing plants) and Europe (16 manufacturing plants). The company is headquartered in Dublin, Ireland. IPL Schoeller is a leading manufacturer of sustainable rigid packaging solutions across a range of end market segments including returnable transit packaging, consumer and industrial packaging, environmental containers and agricultural packaging. The company employs c.4,100 employees across North America (1,600 employees) and Europe (2,500 employees.) Remote – Western United States Travel required across CA, AZ, NV, OR, WA, UT, ID This role is eligible for our sales incentive plan IPL Schoeller is seeking a driven Key Account Manager (KAM) to lead new business growth for our Environmental division across the Western United States. This is a hunter-focused sales role, responsible for generating new opportunities, expanding our presence with municipalities and waste haulers, and contributing to long-term strategic growth. The ideal candidate brings strong experience in waste and recycling, excels in business development, and can clearly communicate value to diverse stakeholders across Public Works, Procurement, Operations, Fleet, and Container Management.

Requirements

10+ years of sales or business development experience in waste, recycling, environmental services, or related public-sector industries.
Proven success acquiring new municipal or hauler accounts.
Strong analytical skills, including pricing, margin, and rollout analysis.
Excellent communication, presentation, and relationship‑building skills.
Proficiency with CRM/ERP systems; IFS experience is a plus.
Ability to travel extensively across the Western U.S (up to 50% travel).
Must reside within the West Coast region.

Nice To Haves

Manufacturing or product‑based industry experience preferred.

Responsibilities

Business Development & New Customer Acquisition (Primary Focus)
Drive new business growth across CA, AZ, NV, OR, WA, UT, and ID.
Build and manage a high‑quality pipeline of municipal and hauler opportunities.
Lead all prospecting activities including outreach, discovery, qualification, and proposal development.
Secure new municipal contracts, roll‑out opportunities, and hauler partnerships.
Conduct product presentations, site visits, demos, and early-stage onboarding support.
Transition new accounts to long-term account ownership once established.
Customer Engagement & Early Account Development
Serve as the main commercial point of contact during onboarding.
Ensure a strong customer experience throughout early account development.
Lead introductory business reviews, pricing discussions, new item submissions, and initial forecasting.
Sales Strategy & Territory Execution
Develop and execute a territory plan aligned with Environmental business growth priorities.
Monitor market dynamics, RFP activity, budgets, and competitive trends.
Maintain accurate CRM data, sales forecasts, and account insights.
Support pricing strategy by preparing quotes, analyzing margins, and aligning with commercial leadership.
Cross‑Functional Collaboration
Partner with Operations, Engineering, Customer Service, Supply Chain, and Finance to align on customer requirements.
Support new product introductions and engineering changes through clear customer feedback.
Work closely with the Senior Sales Director on reporting, planning, and quarterly forecasts.
Data, Analytics & Reporting
Utilize CRM/ERP tools to manage opportunities and support sales reporting.
Monitor pipeline KPIs, conversion rates, and market trends.
Provide competitive intelligence and regional insights.
Project & Process Management
Lead issue‑resolution efforts during early customer engagement.
Support process improvements that enhance quoting speed, communication, and internal alignment.
Contribute to profitability and margin improvement initiatives.