National Sales Director

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

📋 Description

• Identify and pursue large enterprise clients, especially in the manufacturing and distribution sectors, that produce significant recyclable waste.

• Design and implement strategic methods to secure valuable accounts through phone meetings, industry events, and other engagement channels.

• Investigate client needs, confirm sales opportunities, and create profitable solutions.

• Establish and maintain long-term relationships with Corporate Sustainability, Indirect Procurement, and other key corporate decision-makers.

• Clearly communicate NorthStar's value proposition to various decision-makers.

• Act as the primary contact throughout the sales process and transition accounts to Client Services following contract signing.

• Lead consultative sales from the discovery phase to contract signing.

• Create and execute sales plans to achieve or surpass Gross Profit targets.

• Conduct discovery workshops, solution presentations, product/service demonstrations, and negotiations.

• Perform client facility site visits and on-site consultations.

• Analyze waste and recycling data to evaluate prospects and uncover program improvement opportunities.

• Generate and present written reports on waste management opportunities and solutions.

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

• Utilize market insights to identify growth and innovation opportunities and provide feedback to internal teams.

• Collaborate with operations, client services, and other departments on implementation, service delivery, solutions, and pricing.

• Take part in regular sales meetings and contribute to the sales strategy.

• Keep accurate CRM records detailing sales activities, client interactions, and pipeline status.

• Prepare sales performance reports, forecast updates, and market insights.

• Analyze sales data to refine strategies and enhance performance.

• Meet Gross Profit growth targets and acquire significant new enterprise accounts.

⛳️ Requirements

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

• A minimum of 10 years of experience in B2B sales, including at least 5 years in a senior or national enterprise sales position.

• Demonstrated success in strategic account acquisition, particularly within the food & beverage, industrials, or CPG sectors, ideally focused on recyclable waste solutions.

• Proven success in generating profitable leads and utilizing BDR support.

• Expertise in strategic, consultative sales and managing large enterprise accounts.

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

• Outstanding interpersonal and communication skills, with experience engaging C-suite and executive decision-makers.

• Proven history of achieving or exceeding sales targets and securing very large national accounts.

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

• Strong skills in product demonstration, impactful presentation, negotiation, and closing.

• Valid driver’s license and a clean driving record.

• Must be authorized to work for any employer in the United States.

• Applicants must not require employment visa sponsorship.

🏝️ Benefits

• Competitive base salary with a commission structure.

• Commission accelerator bonus for securing additional large, new enterprise accounts beyond quota.

• Health, dental, and vision insurance with generous employee premium contributions.

• 401(k) retirement plan with a 100% match on the first 4% of employee contributions.

• 401(k) matching contributions are 100% immediately vested.

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

• Supplemental and voluntary benefit programs.

• Competitive PTO package including vacation time, sick time, 7 observed federal holidays, and 3 floating holidays.

• Additional time off each year for volunteer efforts.

• Fully remote working environment.

• Virtual culture and team-building events.

• Professional development and a coaching culture.

• Opportunities for promotion and meaningful career growth.

• Educational resources and training.

• Formal mentorship programs.

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