National Accounts Manager

Reworld Projects•Usa, NJ

1d•Remote

About The Position

Reworld is seeking a National Accounts Manager to support the growth of its National Accounts Sales Program. The role is responsible for direct sales activities in key market segments, executing sales strategies, generating leads, managing sales budgets and profitability, retaining existing customers, prospecting new customers, and expanding relationships to grow revenue. This includes adding customer locations and lines of business and securing new business and Master Service Agreements. The manager will collaborate with the National Account leadership team to develop and execute strategic sales approaches for large, including Fortune 500, customers. The role involves maintaining contact with key stakeholders, building relationships, preparing proposals, negotiating service contracts, and using consultative, solution-based selling to attract and retain major accounts. The manager will oversee a significant multimillion-dollar portfolio and build account plans and multiyear growth strategies across customers, geographies, facilities, and service lines. This is a remote position within the United States, with preference for candidates near a major airport and reasonably close to key customer and Reworld locations. Travel to customer sites and Reworld facilities may be up to 50%. The position reports to the Program Director of National Sales – Corporate and works closely with Customer Care, Solutions Sales Managers, Sales Directors, Waste Approval Teams, and other cross-functional partners. The role does not supervise direct reports.

Requirements

At least 10 years of equivalent experience in the environmental industry or professional sales, with relevant experience in areas such as waste disposal, waste management, transportation, landfill diversion, industrial services, recycling, assured destruction, liquids management, containerized waste, or other Reworld lines of business.
At least 3 years of experience selling to corporate and/or large accounts.
Alternatively, the additional qualifications section describes 7–10 years of progressive experience in strategic account management, enterprise sales, program management, or business development.
Bachelor’s degree or an equivalent combination of education and relevant professional experience.
Demonstrated ownership of large, complex, multi-location customers and experience negotiating multimillion-dollar, multiyear agreements.
Proven ability to retain and expand an established book of business while generating new revenue and developing new relationships.
Experience leading cross-functional teams in a matrixed organization.
Strong interpersonal, communication, negotiation, and relationship-building skills, including corporate-level client relationship and presentation experience.
Ability to communicate Reworld’s value proposition across client organizations and engage credibly from facility-level personnel through senior corporate leadership.
Strong financial, pricing, and margin-management skills.
Ability to provide accurate forecasting and develop sales pipelines.
Results-driven, innovative approach to developing sales strategies and pricing structures.
Proficiency with basic computer hardware and software, Office 365, Salesforce or another designated CRM, and Word, Excel, and PowerPoint.
Ability to work flexible hours when business demands require.
Ability to travel as needed, including travel of up to 50% to customer sites and Reworld facilities.
Ability to perform the role’s duties while upholding Reworld’s values, including contributing to a safe and inclusive workplace, delivering results through trust, and building breakthrough capabilities.

Nice To Haves

MBA.
Familiarity with environmental services, waste management, manufacturing, healthcare, life sciences, logistics, industrial services, or another operationally complex B2B industry.
Location near a major airport and within reasonable proximity to key customer and Reworld locations.

Responsibilities

Execute Reworld sales strategies, generate leads, manage sales budgets and profitability, retain existing customers, prospect new customers, and expand customer relationships to grow revenue.
Collaborate with National Account leadership and sales solutions teams to create and execute strategic sales approaches for large and Fortune 500 customers.
Maintain consistent contact and sales meetings with national customer stakeholders, build relationships, prepare proposals, and negotiate contracts for Reworld services.
Use consultative, solution-based selling to attract and retain large accounts and promote the strategic fit between Reworld’s services and customer needs.
Manage and grow a significant multimillion-dollar book of business and meet or exceed budgeted sales targets.
Develop and implement retention strategies, negotiate to preserve business, convert customer cancellation requests where possible, and secure Master Service Agreements from previously non-contracted customers.
Develop long-term customer relationships and identify new business channels and opportunities.
Create written account plans, map corporate, regional, and facility-level stakeholders, and build multiyear growth strategies by customer, geography, facility, and service line.
Negotiate complex, high-value, multiyear contracts using Reworld’s terms and conditions.
Serve as the single point of contact for corporate customers and manage assigned Reworld relationships for selected national customers.
Follow established protocols for contracts, credit, pricing, procedures, and documentation.
Forecast and report activities and pipeline opportunities through CRM/Salesforce.
Use industry tools and training to support assigned industry segments as a subject matter expert.
Assist the National Program Director with onboarding new talent and skill sets as needed.
Work with cross-functional teams and communicate effectively with customer personnel from waste coordinators through executive leadership.
Work remotely with self-motivation and discipline to meet or exceed sales goals, and travel to customer and Reworld locations as required.