National Business Development Director

At WRM, growth is about more than simply adding revenue. We are focused on building lasting customer relationships, protecting margins, increasing market density, and creating a repeatable model for long-term growth.

In this role, you will have the opportunity to help shape how WRM grows nationally. You will build and strengthen the commercial engine behind our growth strategy, giving our business development team the strategies, tools, pricing discipline, market intelligence, and leadership needed to win.

If you are a strategic sales leader who understands how to connect market opportunity, customer needs, operational capability, pricing, margin, and execution, we want to hear from you.

Saving Water. Protecting the Environment.

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.

• 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.

• 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…