Director of Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Drive personal growth in acquiring new clients with significant accounts while mentoring and developing sales representatives.

• Identify and target major prospects in the food and beverage, consumer packaged goods (CPG), and industrial sectors that have substantial recyclable waste and diversion needs.

• Develop strategic methodologies utilizing sales tactics and AI tools for sales development, prospect targeting, and deal execution.

• Research the needs of prospects, validate sales opportunities, and create profitable solutions.

• Establish long-term relationships with corporate sustainability teams, indirect procurement, and other key decision-makers.

• Act as the primary point of contact throughout the sales process and transition signed accounts to Client Services.

• Lead consultative sales processes from initial discovery through to contract signing.

• Create sales plans aimed at meeting or surpassing Gross Profit targets.

• Conduct discovery workshops, deliver solution presentations, perform demonstrations, negotiate terms, and close deals.

• Negotiate personal agreements and support the sales team in their efforts.

• Review and guide the RFP responses and submissions of direct reports.

• Collaborate with sales and client services leadership to assess and reset account lists.

• Perform facility site visits and on-site consultations to evaluate waste diversion requirements.

• Analyze waste and recycling data, providing written reports highlighting waste-management opportunities.

• Maintain expertise in commodities, waste streams, regulations, and industry best practices.

• Identify opportunities for market growth and innovation, offering feedback to internal teams.

• Work in partnership with operations, commodity sales, client services, finance, and other departments to develop solutions, pricing, implementation, and service delivery.

• Participate in sales meetings and represent the sales team in cross-functional and director-level discussions.

• Keep CRM records updated and ensure that direct reports maintain CRM hygiene.

• Analyze sales data and report on sales trends, pipeline health, team performance, and forecasts to senior leadership.

• Directly manage sales representatives through coaching, deal support, one-on-ones, ride-alongs, deal reviews, and performance accountability.

• Establish individual and team quotas in conjunction with sales leadership.

• Recruit, onboard, and retain sales talent.

• Maintain a personal sales quota and exemplify effective sales execution.

⛳️ Requirements

• A Bachelor's degree in business, Sales, Marketing, Environmental Science, or a related field is preferred.

• A minimum of 5–7 years of relevant experience is required.

• At least 2 years of experience in a people management or leadership role within a sales team.

• A proven track record in acquiring strategic accounts, particularly in the food and beverage, industrials, or CPG sectors, with a focus on recyclable waste solutions.

• Demonstrated success in generating profitable leads.

• Proven ability to manage, coach, and develop a sales team effectively.

• Expertise in strategic, consultative sales and the capability to secure large accounts.

• Strong understanding of commodities, recyclable waste streams, and waste management solutions.

• Exceptional interpersonal and communication skills, with experience in engaging key decision-makers.

• A proven record of achieving or exceeding individual and team sales targets and winning large accounts.

• Ability to leverage market insights and conduct thorough research for tailoring client solutions.

• Strong skills in product demonstration, presentations, negotiations, and closing high-value deals.

• A valid driver's license with a clean driving record.

• Authorized to work for any employer in the U.S.; employment visa sponsorship is not available.

• Capability to perform essential responsibilities without breaching ongoing contractual or confidentiality obligations.

🏝️ Benefits

• Competitive base salary with a commission structure.

• Generous employer contribution towards health, dental, and vision insurance premiums.

• 401(k) retirement plan featuring a 100% match on the initial 4% of pay contributions; matching contributions are immediately vested.

• Company-sponsored short-term disability, long-term disability, and life insurance coverage.

• Supplemental and voluntary benefit programs available.

• Competitive PTO package that includes vacation time, sick time, 7 observed federal holidays, 3 floating holidays, and additional time off for volunteering.

• Fully remote working environment.

• Virtual culture and team-building events.

• Opportunities for professional development within employees' roles.

• Potential for promotion.

• Access to educational resources and training.

• Formal mentorship programs.

• Affinity Groups and DEIB Employee Resource Group (ERG).