Vice President, Market Planning & Development

Rubicon•Atlanta, GA

8h•Hybrid

About The Position

The Vice President of Market Planning & Development is a strategic commercial role responsible for identifying, developing, and accelerating new revenue opportunities across Rubicon & Tiber’s enterprise customer base and targeted growth markets. Reporting to the Chief Commercial Officer, this leader will develop market strategies, open new vertical opportunities, and drive profitable growth through innovative service offerings including compactor equipment and related solutions through Rubicon's subsidiary, Tiber. Working closely with Sales, Strategic Accounts, Marketing, Operations, Tiber, and Executive Leadership, the Vice President will translate market intelligence into executable growth strategies that generate measurable revenue and expand Rubicon & Tiber’s competitive position and then execute on those strategies. This position leads identifying where Rubicon should grow, selling direct to customer and strategic partners, determining how to win, and creating scalable commercial programs that accelerate enterprise customer acquisition and Tiber customer acquisition. The goals of this role will be to work with existing business portfolio/relationships and develop new relationships to sell the Rubicon/Tiber program and platform to mid-size to large, targeted prospects.

Requirements

Bachelor's degree in Business, Marketing, Sales, or a related field required.
Minimum 10 years of progressive sales experience, including at least 5+ years in a sales leadership role.
Experience selling technology-enabled services, SaaS, managed services, waste and recycling solutions, environmental services, or similar B2B solutions preferred.
Experience managing geographically dispersed remote sales teams preferred.
Demonstrated success developing and executing strategic sales plans targeting market expansion.
Proficient in using industry, market, and customer analyses to drive strategic decision making.
Experience building and implementing growth strategies, sales programs, and national campaigns based on asset waste solutions and other adjacent service offerings.
Proven ability to engage, influence, and build relationships with executive-level decision-makers, including C-suite stakeholders.
Ability to work independently while fostering collaboration across teams and functions
Strong business acumen with the ability to understand customer challenges and align solutions to business objectives.
Excellent negotiation, presentation, and executive communication skills.
Strong analytical, problem-solving, and decision-making capabilities.
Exceptional relationship-building and stakeholder management skills with the ability to influence at all levels of an organization.
Proficiency with Salesforce, Microsoft Office Suite, and sales analytics tools.
Highly organized with the ability to manage multiple priorities in a fast-paced environment.
Self-motivated and results-oriented, with a proactive approach and strong sense of ownership.

Nice To Haves

Experience selling technology-enabled services, SaaS, managed services, waste and recycling solutions, environmental services, or similar B2B solutions
Experience managing geographically dispersed remote sales teams

Responsibilities

Develop Rubicon & Tiber’s long-term market expansion strategy across targeted industries and geographic markets.
Identify high-value enterprise segments with the greatest revenue potential.
Analyze industry trends, customer buying behavior, competitive positioning, and emerging service opportunities.
Build annual market development plans with measurable revenue targets.
Partner with executive leadership to prioritize commercial investments that maximize growth.
Serve as the executive commercial leader responsible for accelerating Tiber's growth within local/regional waste companies, Rubicon's customer portfolio, new customer segments, & strategic partners.
Develop enterprise compactor growth strategy and secure new compactor sales to waste companies and direct to consumer.
Identify customers with significant compactor conversion opportunities.
Create programs that bundle compactors with waste and recycling services.
Build national campaigns focused on equipment replacement and upgrades.
Develop strategic relationships with major customers requiring compactor solutions.
Partner with Tiber leadership on pricing strategy, inventory planning, and national growth initiatives.
Build a recurring pipeline of equipment opportunities that complements enterprise sales efforts.
Identify adjacent commercial opportunities including compactors, balers, grease trap services, power washing, roll-off services, portable sanitation, sustainability solutions, recycling optimization, waste technology, and other facility management services.
Develop commercialization plans for adjacent service offerings including pricing strategy, target industries, sales enablement, and revenue projections.
Lead Rubicon's market intelligence function through competitive analysis, industry trend reporting, win/loss analysis, white space identification, customer segmentation, geographic expansion planning, market sizing, and revenue forecasting.
Provide executive leadership with regular market assessments and strategic recommendations.
Partner closely with Enterprise Sales, Strategic Account Directors, Marketing, Revenue Operations, Tiber Leadership, Product, Operations, and Finance to ensure commercial initiatives move efficiently from strategy to execution.
Ability to travel and/or work onsite up to 25%.
Performs other duties as assigned or apparent.
Build, lead, and develop a high-performing team through hiring, onboarding, coaching, and ongoing development.
Set clear goals, priorities, and performance expectations; ensure accountability for results.
Manage team workload, prioritize assignments, and ensure delivery of high-quality work on time.
Provide regular coaching, feedback, and performance management to support growth and address gaps.
Foster a positive, engaged team culture that promotes collaboration, knowledge sharing, and continuous improvement.
Partner with HR to ensure compliance with company policies and effectively manage employee matters.