Position Overview:
The National Sales Director is an enterprise sales executive role dedicated to driving growth and the development of high-value, strategic accounts by focusing on acquiring large new enterprise clients and achieving sales targets to contribute to the company's overall success. This individual will target new logo growth with large enterprises, particularly those with centralized decision-making and the potential for a large national waste and recycling program. The role requires strong interpersonal skills, high energy, tenacity, and an assertive, competitive approach. This position is central to our growth strategy and requires a proactive, high-energy leader to develop and nurture relationships with high-value clients while driving the company’s national accounts portfolio forward.
Key Responsibilities:
Strategic Account Acquisition:
- Identify and target large enterprise clients, particularly in manufacturing and distribution, who generate substantial recyclable waste and have significant waste diversion needs.
- Develop and execute strategic approaches to secure new high-value accounts by leveraging a range of sales tactics, including pre-scheduled phone appointments, industry events, and other engagement opportunities.
- Conduct in-depth research to understand client needs and tailor solutions, ultimately validating sales opportunities to develop profitable solutions.
Relationship Management:
- Build and nurture strong, long-term relationships with key decision-makers, such as Corporate Sustainability, Indirect Procurement and other corporate contacts.
- Navigate client conversations, across multiple decisions makers, to identify client needs and then articulate how the NorthStar value proposition can meet those client needs.
- Serve as the primary point of contact for targeted accounts throughout the sales process, ensuring a seamless transition to the Client Services team upon contract signing.
Sales Strategy and Execution:
- Lead the sales process from discovery through contract signing, applying consultative selling techniques to present customized solutions.
- Develop and implement comprehensive sales plans to meet or exceed Gross Profit targets, utilizing a variety of approaches and adapting strategies to market demands.
- Conduct discovery workshops, solutions presentations, product/service demonstrations, and negotiations to drive successful sales outcomes and close high-value deals.
Site Visits and Client Needs Assessment:
- Conduct site visits to client facilities to assess waste diversion needs, provide on-site consultations, and optimize waste management strategies.
- Analyze waste and recycling data to qualify prospects and identify opportunities to improve their programs.
- Develop and present written reports highlighting specific waste management opportunities and solutions that demonstrate Northstar’s expertise and overall value
Expertise in Commodities and Waste Streams:
- Maintain a deep understanding of various commodities and waste streams, stay informed about industry regulations and best practices to provide up-to-date and compliant solutions.
Market and Industry Analysis:
- Leverage market insights to identify growth opportunities and potential areas for innovation, providing feedback to internal teams to refine products and services.
Collaboration and Teamwork:
- Collaborate with internal departments, including operations and client services, to ensure seamless implementation and service delivery to clients, and with other departments to lead efforts to develop specific solutions and pricing to present to prospects
- Actively participate in regular sales meetings, contributing to the overall sales strategy.
Reporting and Performance Tracking:
- Maintain accurate records of sales activities, client interactions, and pipeline status in CRM.
- Prepare regular reports on sales performance, forecast updates, and market insights.
- Analyze sales data to refine strategies and improve future performance.
- Bachelor’s degree in business, Sales, Marketing, Environmental Science, or a related field preferred.
- Minimum of 10 years of experience in B2B sales, with at least 5 years in a senior or national enterprise sales role.
- Strategic Sales: Proven track record in strategic account acquisition, particularly within the food & beverage, industrials, or CPG sectors, ideally focused on recyclable waste solutions.
- Lead Generation: Proven track record of successfully generating profitable leads and leveraging BDR support to maximize sales outcomes.
- Strategic Selling Skills: Demonstrated expertise in strategic, consultative sales with the ability to secure and manage large enterprise accounts.
- Industry Knowledge: Strong understanding of commodities, recyclable waste streams, and waste management solutions.
- Relationship Building: Exceptional interpersonal and communication skills, with experience engaging C-suite and executive decision-makers.
- Results-Oriented: Proven track record of achieving or exceeding sales targets, with experience winning very large national accounts.
- Analytical and Market Insight: Ability to leverage market insights and conduct in-depth research to tailor solutions for client needs.
- Negotiation and Presentation Skills: Strong skills in conducting product demonstrations, delivering high-impact presentations, and closing high-value deals.
Northstar-Specific Performance Competencies:
The National Sales Director role at Northstar requires alignment with our core Northstar Performance Competencies, including:
- Excellence: Achieving high standards of performance and creativity, managing tasks effectively, respecting data confidentiality, and demonstrating reliability in attendance and task completion.
- Collaboration: Actively fostering teamwork and a positive work environment, contributing to team efforts, and sharing expertise with colleagues.
- Stewardship & Ownership: Taking full responsibility for work, adhering to company standards, setting clear goals, and seeking solutions proactively.
- Empathy & Passion: Displaying genuine care for others, showing enthusiasm for Northstar’s mission, and engaging in professional, meaningful work.
- Humility & Integrity: Demonstrating honesty, self-awareness, openness to feedback, and a commitment to exceeding client expectations through trust and transparency.
- Flexibility & Tenacity: Embracing adaptability, persisting through challenges, and continuously seeking growth opportunities.
Performance Metrics:
- Achievement of GP growth targets
- Acquisition of large, new enterprise accounts
Compensation:
- Competitive base salary with commission structure
- Commission accelerator bonus for additional large, new enterprise accounts (AKA “Whales”) secured above quota
This position requires a valid driver’s license and clean driving record to fulfill the essential functions of the role. Applicants must be authorized to work for ANY employer in the U.S. We are unable to sponsor or assume sponsorship of an employment Visa at this time.
Employee Benefits
Northstar offers a comprehensive benefits package, and provides a generous employee contribution to our health, dental, and vision insurance premiums. We offer a 401(k)-retirement plan and match 100% of your first 4% pay contribution to the plan; this matching contribution is 100% immediately vested. We also provide company sponsored short-term, long-term, and life coverage, as well as a multitude of supplemental and voluntary benefit programs.
Northstar promotes a healthy work-life balance. In that spirit, we offer a competitive PTO package that includes vacation time, sick time, 7 observed federal holidays, 3 floating holidays, and additional time off each year for volunteer efforts.
Northstar is a remote-first organization! We offer a fully remote working environment with virtual culture and teambuilding events to create and maintain a sense of belonging, connection, and inclusivity between our team members. We also take great pride in our coaching culture! Northstar fosters professional development for employees within their roles and works to create opportunities for promotion to cultivate meaningful growth for Northstar employees.
DEIB Statement & Commitment
At Northstar Recycling, our company’s intention behind Diversity, Equity, Inclusion, and Belonging (DEIB) is to create a more inclusive and equitable culture, business practices and methods of operation. As an organization, we are continuing the work that allows for unlearning, accountability, and acceptance. We are incorporating DEIB thinking in all our interactions including hiring, promotion, and retention efforts.
To hold ourselves accountable, Northstar utilizes a DEIB scorecard to measure the following performance metrics: Employee Education and Participation; Leadership Support and Investment; Data Practices; and Retention, Hiring and Promotion. Each metric is evaluated on a quarterly basis and Northstar’s progress is reviewed annually with our leadership team to drive accountability organizationally.
Northstar takes many actions to promote DEIB practices, especially as they relate to recruitment, retention, and promotion. We support our employees through educational resources and training, professional development opportunities, and formal Mentorship programs. We also offer several Affinity Groups and our DEIB Employee Resource Group (ERG).
EEOC Statement
Northstar Recycling adheres to all applicable federal, state and local laws regarding equal employment opportunity that make it illegal to discriminate against a job applicant or an employee because of the person's race, color, religion, sex, pregnancy or pregnancy-related condition, sexual orientation, gender identity or expression, national origin, age (40 or older), handicap or disability, genetic information, or military status. It is also illegal to discriminate against a person because the person complained about discrimination, filed a charge of discrimination, or participated in an employment discrimination investigation or lawsuit.
Northstar Recycling is committed to fully complying with the Americans with Disabilities Act (ADA), which ensures equal opportunity for qualified persons with disabilities. Reasonable accommodation is available to all disabled employees, where their disability affects the performance of job functions. All employment decisions are based on the merits of the situation in accordance with defined criteria, and not on the disability of the individual. The Company will follow any state or local law that provides individuals with disabilities greater protection than the federal ADA law.
