National Sales Director

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.