Account Executive (WTS)

Description

Job Overview:

The Account Executive is a consultative sales role and vital to the company’s overall success. This individual will focus on acquiring new logos either as part of enterprise-wide deals or through deals with individual locations for specific RCRA/Regulated Waste and By-Product Management services. The account executive owns the sales process from opportunity qualification through contract execution, including discovery, site visits, solution development, proposal preparation, presentations, negotiation and closing. Success in this role means developing credibility with EHS&S, sustainability, procurement and operations leaders; uncovering opportunities others may overlook; bringing the right WTS resources into the sales process; and consistently converting those opportunities into profitable, long-term customer relationships.

Key Responsibilities

Sales Growth:

• •Drive gross profit (GP) growth by winning new logos, locations, and waste/product management services
• •The Account Executive will be focused on industrial and manufacturing prospects where opportunities may be won at an individual facility, across multiple sites, or through a broader enterprise relationship.
• •Conduct in-depth research to understand client needs and tailor solutions, ultimately validating sales opportunities to develop profitable by-product management solutions.

Relationship Management:

• •Build and nurture strong relationships with key decision-makers, such as Corporate EHS&S leaders, Sustainability, Indirect Procurement and other corporate contacts, as well as site level EHS&S operations, sustainability, and procurement contacts.
• •Serve as the primary point of contact throughout the sales process, ensuring a seamless transition to the Account Development team as directed.

Lead Management:

• •Manage inbound leads, referrals, and opportunities.
• •Conduct discovery calls to validate opportunities, assess client needs, and communicate WTS’s value.

Sales Process Management:

Manage the sales cycle from lead qualification through contract signing, conducting needs assessments, site visits as required, coordinate solutions development activities and preparing tailored proposals.

Sales Strategy and Execution:

Implement and execute targeted sales strategies to meet individual and team goals, using consultative sales techniques to present alternative waste disposal and by-product management solutions including reclamation, beneficial re-use and recycling as client-specific solutions.

Expertise in Regulated Industrial Waste Streams:

• •Maintain a comprehensive understanding of waste streams, RCRA industry regulations, and best practices related to waste and by-product management
• •Leverage industry knowledge to best position WTS’ services.
• •Analyze waste 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 WTS’ expertise and overall value

Collaboration and Teamwork:

• •Partner with Account Development and operations teams to ensure seamless and white glove service delivery.
• •Collaborate with other departments to lead efforts to develop specific solutions and pricing to present to prospects
• •Share client insights and feedback with internal teams to support ongoing product and service improvements.
• •Engage effectively in team meetings and contribute to the development of sales strategies.
• •Identify account growth potential and share with Account Development Team.

Reporting and Performance Tracking:

• •Maintain accurate records of sales activities and client interactions in CRM systems.
• •Regularly report on performance, analyze sales data, and refine strategies to optimize outcomes.

Requirements

Job Requirements

Requirements:

• •Minimum of 3 years of experience in B2B sales in the waste industry.
• •Must be able to travel in the domestic U.S. at any point up to 50%
• •Bachelor’s degree in business, Marketing, Environmental Science, or related field preferred; relevant experience may substitute for education.
• •Sales Acumen: Demonstrated track record of achieving or exceeding sales targets, with experience in managing a sales pipeline from lead generation to contract signature.
• •Industry Knowledge: Familiarity with regulated waste materials.
• •CRM Proficiency: Strong understanding of CRM systems for managing leads, tracking interactions, and reporting on sales activities.
• •Communication Skills: Exceptional verbal and written communication skills, with the ability to conduct compelling presentations and negotiate effectively.
• •Relationship Building: Proven ability to build and maintain strong client relationships, with experience engaging both the site level and corporate level decision-makers.
• •Consultative Discovery: Demonstrated ability to ask thoughtful questions, uncover underlying business and operational challenges, and convert those insights into differentiated solutions.
• •Analytical Skills: Ability to assess data, understand trends, and use insights to inform strategy and improve outcomes.

WTS Performance Competencies:

The Account Executive role at WTS 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 WTS’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.
• •Commercial Acumen: Ability to understand pricing, gross margin, transportation and disposal economics, contractual considerations and customer value when developing and negotiating solutions.

Performance Metrics:

• •Gross profit from new logos, locations and services
• •Qualified pipeline creation and progression
• •CRM discipline and forecast accuracy
• •Seamless client transition to Account Development

Compensation:

Base salary plus commission.

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