National Business Development Director
About the role
Waste Resource Management (WRM) is seeking a National Director of Business Development to lead and accelerate our organic growth strategy across our expanding multi-state organization. This is more than a traditional sales management position. We are looking for a forward-thinking commercial leader who can build a scalable growth engine by combining sales leadership, market strategy, pricing discipline, financial analysis, customer development, and operational understanding. The National Director of Business Development will lead our business development organization and translate company growth objectives into actionable market and territory strategies. This leader will be responsible for developing the processes, tools, pricing strategies, pipeline discipline, and team capabilities necessary to drive predictable, profitable, and sustainable growth.
Responsibilities
- Develop and execute WRM's national organic business development strategy.
- Translate company growth objectives into regional and market-specific sales plans.
- Lead, coach, develop, and hold the business development team accountable for sales performance.
- Establish sales quotas, KPIs, pipeline expectations, activity standards, and performance measures.
- Recruit, onboard, and develop high-performing business development professionals.
- Identify opportunities to increase market penetration, customer density, recurring revenue, and market share.
- Develop territory strategies based on customer opportunity, operational capabilities, competitive dynamics, and financial returns.
- Build and maintain a disciplined sales pipeline with accurate forecasting and opportunity management.
- Partner with Finance and Operations to develop pricing strategies, bids, financial models, pro formas, and customer proposals.
- Evaluate prospective business based on revenue potential, gross margin, service requirements, customer economics, and strategic value.
- Establish commercial discipline that prioritizes profitable revenue growth rather than revenue alone.
- Develop relationships with strategic customers and participate in major customer pursuits, presentations, pricing discussions, and contract negotiations.
- Identify opportunities for cross-selling, upselling, and expansion of existing customer relationships.
- Partner with Operations, Finance, Marketing, and Customer Experience to ensure sales commitments are financially attractive and operationally executable.
- Monitor market conditions, customer trends, competitive activity, and emerging growth opportunities.
- Establish repeatable sales processes, tools, playbooks, and methodologies that can scale across existing and future markets.
- Represent WRM at customer meetings, trade shows, conferences, industry associations, and other business-development events.
Requirements
Success in this position will be measured by the ability to create sustainable, profitable growth through:
- Organic revenue growth
- New recurring and contracted revenue
- Gross profit and margin performance
- Market penetration
- Customer and route density
- New customer acquisition
- Cross-selling and upselling
- Customer retention
- Pipeline quality and forecast accuracy
- Sales-team quota achievement
- CRM and sales-process discipline
Physical Requirements:
- Ability to perform work in an office and field environment, including extended periods of sitting and computer use.
- Ability to stand, walk, and navigate customer and operational facilities during site visits and industry events.
- Ability to occasionally lift and carry materials or equipment weighing up to 25 pounds.
- Ability to travel regularly by automobile and commercial aircraft, including overnight travel as required.
Qualifications
- Bachelor's degree in Business Administration, Marketing, Sales, Finance, or a related field preferred. A combination of relevant education and substantial directly related experience may be considered in lieu of a bachelor's degree.
- Minimum of six (6) years of progressive experience in sales, business development