National Account Manager - Commercial Segment Business Development

Description

The National Account Manager (NAM) is responsible for developing, managing, and expanding relationships with large, multi-location customers across Wind River Environmental’s Commercial customer segments.

This role operates at the enterprise level, owning the overall commercial relationship, contract structure, and growth strategy for assigned strategic accounts. The NAM works in close partnership with Wind River’s Local Commercial Sales Representatives - along with their respective Regional Sales Managers—to execute site-level opportunities and deliver consistent service across customer locations.

The NAM is accountable for securing and expanding master or frame agreements with centralized procurement and corporate stakeholders, then enabling successful penetration and growth across individual sites. Success in this role requires strong strategic selling capability, disciplined account management, and the ability to coordinate effectively across a decentralized sales and operations organization.

Candidates for this role should have prior experience selling services into the following verticals on a corporate/national level: restaurants, supermarkets, c-stores, education, senior living facilities, car washes, retail property management firms. 

Key Responsibilities

Account Ownership & Strategy

• Own the overall commercial relationship for assigned strategic accounts and targets.
• Serve as the primary point of contact for corporate, procurement, and senior customer stakeholders.
• Develop and maintain account strategies that align enterprise agreements with site-level execution.
• Lead renewal planning and retention efforts to protect and grow existing revenue.

Enterprise Sales & Contract Development

• Gain and maintain approved or preferred vendor status with centralized procurement organizations.
• Lead development, negotiation, and execution of master service agreements, national or regional contracts, and pricing frameworks.
• Partner with WRE Revenue Ops and Operations teams to ensure contracts are commercially viable and operationally executable.
• Lead and/or support formal RFP and bid processes for strategic customers.

Multi-Site Execution & Sales Team Collaboration

• Translate enterprise agreements into clear, actionable plans for Local Commercial Sales Reps.
• Collaborate with Regional Sales Managers to align priorities, target locations, and sequencing of site-level opportunities.
• Support field sales efforts as needed while maintaining ownership of the enterprise-level relationship and strategy.
• Provide clarity around roles, handoffs, and expectations to ensure efficient execution across sales teams.

Internal Coordination & Service Delivery Alignment

• Partner with branch-level operations leaders—including Operations Managers, Area Managers, and Regional Vice Presidents—to support service delivery for strategic accounts.
• Act as the escalation point for enterprise-level service or commercial issues, coordinating resolution across sales and operations.
• Ensure customer expectations established at the enterprise level are aligned with operational capabilities at the branch level.

Account Expansion & Growth

• Identify and pursue growth opportunities within existing accounts, including additional locations, service lines, or geographic expansion.
• Maintain visibility into account footprint, whitespace opportunities, and growth progress.
• Drive consistent, disciplined expansion of share of wallet within assigned accounts.

Sales Discipline & Reporting

• Maintain accurate account, opportunity, and activity records in Salesforce.
• Provide regular pipeline, forecast, and account updates to leadership.
• Participate in periodic account reviews and commercial planning discussions.

Measures of Success

• Performance in this role will be evaluated based on:
• Retention and growth of assigned strategic accounts
• Successful execution and renewal of enterprise agreements
• Expansion of locations and services within managed accounts
• Quality and predictability of pipeline and forecasting
• Effectiveness of collaboration with Local Commercial Sales teams
• Strength and depth of enterprise-level customer relationships

Requirements

Skills & Capabilities

• Strong strategic account management and enterprise selling capability
• Proven ability to navigate centralized procurement and complex buying organizations
• Ability to influence and coordinate across Sales and Operations without direct authority
• Strong negotiation, communication, and presentation skills
• Financial and analytical capability related to pricing, margin, and deal structure
• High level of organization, follow-through, and CRM discipline

Qualifications

• Bachelor’s degree or equivalent professional experience
• 5+ years of experience in B2B sales, account management, or business development at the national account/enterprise level
• Experience managing complex or multi-location customer relationships
• Experience in environmental services, waste/wastewater, or facility-related industries
• Demonstrated ability to collaborate across Sales and Operations teams
• Familiarity with Salesforce or similar CRM platforms
• Home base within WRE's geographic operating footprint and willingness to travel regularly (~50%)

The base pay range for this role is estimated to be $66,461 - $149,595 at the time of posting. Final compensation will be determined by various factors such as work location, education, experience, knowledge, and skills.

EEO Statement:

Wind River Environmental LLC is an equal opportunity employer. In accordance with applicable law, we prohibit discrimination against any applicant or employee based on any legally-recognized basis, including, but not limited to: race, color, religion, sex (including pregnancy, lactation, childbirth or related medical conditions), sexual orientation , gender identity , age (40 and over), national origin or ancestry, citizenship status, physical or mental disability, genetic information (including testing and characteristics), veteran status, uniformed servicemember status or any other status protected by federal, state or local law. Our commitment to equal opportunity employment applies to all persons involved in our operations and prohibits unlawful discrimination by any employee, including supervisors and co-workers.