Purpose of RoleThe purpose of this role is to own and grow enterprise-level relationships and commercial outcomes for assigned national hauler accounts-specifically GFL, Republic Services, and Waste Connections-by aligning Rehrig's environmental solutions to customer priorities at the corporate level. This role is accountable for setting account direction, establishing enterprise alignment, and enabling profitable growth through contract strategy, executive engagement, and disciplined forecasting. The role partners with Territory Sales Managers (TSMs) to support local execution while clarifying decision rights and preventing role overlap that can confuse customers or internal teams.
Areas of Accountabilities
Enterprise Account Strategy & Governance- Develop and execute multi-year account strategies for assigned national haulers aligned to customer capital plans, priorities, and Rehrig's growth objectives.
- Establish and maintain executive-level relationships and governance routines that drive alignment, transparency, and long-term value creation across the enterprise customer.
- Align enterprise initiatives with regional/municipal opportunities by translating corporate strategy into clear guidance for local teams.
Commercial Ownership (Revenue, Margin, Agreements)- Drive revenue growth, margin performance, and solution adoption across assigned accounts through enterprise positioning, deal shaping, and prioritization.
- Lead national contract strategy, pricing alignment, and long-term agreements in partnership with internal stakeholders to ensure scalable, profitable execution.
- Identify and resolve enterprise-level commercial risks (misalignment, contract leakage, pricing inconsistency) through timely escalation and stakeholder coordination.
TSM Enablement & Field Coordination (Role Integration)- Enable Territory Sales Managers with account insights, stakeholder mapping, and enterprise direction that improves local win rates and customer experience.
- Clarify decision rights: retain ownership of enterprise alignment and agreements while supporting (not replacing) local selling and execution where authority resides.
- Coordinate cross-functional support (Operations, Supply Chain, Implementation, Marketing, Technology) to remove barriers to execution and deliver consistent enterprise experience.
Pipeline, Forecasting & Visibility- Maintain accurate pipeline health, account plans, and forecasting in Salesforce to provide clear visibility to leadership and cross-functional partners.
- Monitor progress against enterprise objectives and adjust strategy based on performance trends and customer signals.
Market Insight & Competitive Awareness- Monitor and communicate industry trends, customer shifts, and competitive activity to inform account strategy and internal readiness.
Knowledge, Skills, and Experience- Bachelor's degree preferred, or equivalent relevant experience.
- 7+ years of experience in strategic sales, national accounts, or complex B2B environments.
- Demonstrated success managing enterprise relationships within matrixed organizations; ability to influence without direct authority.
- Strong commercial acumen, contract negotiation skills, and executive presence.
- Strong communication and presentation skills; disciplined operating rhythm and forecasting.
- Willingness to travel approximately 40-50%.
