National Business Development Director
About The Position
Waste Resource Management (WRM) is seeking a National Director of Business Development to lead and accelerate its organic growth strategy across a growing multi-state organization. This strategic commercial leadership role will build a scalable growth engine by combining sales leadership, market strategy, pricing discipline, financial analysis, customer development, and operational understanding. The director will lead the business development organization and translate company growth objectives into actionable market and territory strategies. The role is responsible for creating the processes, tools, pricing strategies, pipeline discipline, and team capabilities needed to achieve predictable, profitable, and sustainable growth. Success will be measured across revenue and recurring-contract growth, margins, market penetration and customer density, acquisition and retention, cross-selling, forecast accuracy, quota achievement, and sales-process discipline. The position involves work in office and field environments, regular travel by automobile and commercial aircraft, and visits to customer and operational facilities. WRM is an equal opportunity employer and considers reasonable accommodations for eligible applicants and employees.
Requirements
- Minimum of six years of progressive experience in sales, business development, commercial leadership, or a related field.
- Demonstrated experience leading, coaching, and developing sales or business development professionals.
- Proven track record of developing and executing sales strategies that produce profitable organic revenue growth.
- Strong financial and commercial acumen, including experience evaluating pricing, gross margin, customer economics, bids, and new business opportunities.
- Experience developing sales forecasts, territory plans, customer strategies, quotas, KPIs, and performance metrics.
- Strong understanding of pipeline management and CRM processes.
- Demonstrated ability to develop pricing strategies, proposals, bids, financial models, and business cases.
- Experience developing strategic customer relationships and negotiating complex commercial agreements.
- Strong analytical, strategic planning, problem-solving, presentation, communication, and negotiation skills.
- Ability to work effectively across Operations, Finance, Marketing, Customer Experience, and executive leadership.
- Proficiency with Microsoft Office applications and CRM technology.
- Ability and willingness to travel regularly.
Nice To Haves
- Bachelor's degree in Business Administration, Marketing, Sales, Finance, or a related field preferred; relevant education and substantial directly related experience may be considered in lieu of a bachelor's degree.
- Eight or more years of progressive experience in sales, business development, commercial leadership, or a related field preferred.
- Experience with HubSpot or a comparable CRM platform preferred.
- Experience within environmental services, liquid waste, wastewater, waste management, industrial services, transportation, logistics, or another recurring or route-based service industry preferred.
- Knowledge of centralized waste treatment (CWT), liquid waste hauling and handling, or related environmental services preferred.
- Previous experience combining sales and operational knowledge strongly preferred.
Responsibilities
- Develop and execute WRM's national organic business development strategy.
- Translate company growth objectives into regional and market-specific sales plans.
- Lead, coach, develop, and hold the business development team accountable for sales performance.
- Establish sales quotas, KPIs, pipeline expectations, activity standards, and performance measures.
- Recruit, onboard, and develop high-performing business development professionals.
- Identify opportunities to increase market penetration, customer density, recurring revenue, and market share.
- Develop territory strategies based on customer opportunity, operational capabilities, competitive dynamics, and financial returns.
- Build and maintain a disciplined sales pipeline with accurate forecasting and opportunity management.
- Partner with Finance and Operations to develop pricing strategies, bids, financial models, pro formas, and customer proposals.
- Evaluate prospective business based on revenue potential, gross margin, service requirements, customer economics, and strategic value.
- Establish commercial discipline that prioritizes profitable revenue growth rather than revenue alone.
- Develop relationships with strategic customers and participate in major customer pursuits, presentations, pricing discussions, and contract negotiations.
- Identify opportunities for cross-selling, upselling, and expansion of existing customer relationships.
- Partner with Operations, Finance, Marketing, and Customer Experience to ensure sales commitments are financially attractive and operationally executable.
- Monitor market conditions, customer trends, competitive activity, and emerging growth opportunities.
- Establish repeatable sales processes, tools, playbooks, and methodologies that can scale across existing and future markets.
- Represent WRM at customer meetings, trade shows, conferences, industry associations, and other business-development events.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
