National Sales Manager - Environmental

JOB REQUIREMENTS

Territory Coverage for:
San Deigo, Los Angeles, Dallas, Houston, Kansas City and Milwaukee Purpose of Role The National Sales Manager, Environmental leads and develops a team of Territory Sales Managers to deliver profitable revenue growth across Rehrig Pacifics waste and recycling business. The role executes the Environmental sales strategy across assigned territories growing core municipal and hauler accounts, capturing new opportunities, and positioning Rehrigs connected waste solutions and holds the team accountable for pipeline, forecast, and results.

It partners cross-functionally to align customer demand with supply and builds a high-performing, values-aligned sales team.

• Lead, coach, and develop Territory Sales Managers to meet performance targets and grow their long-term capability.
• Ensure effective hiring, onboarding, training, and retention across the team, supporting ongoing sales enablement.
• Build a high-performing, values-aligned sales culture grounded in Rehrigs core values.

• Own delivery of sales and gross-profit targets across assigned territories.
• Translate the Environmental business unit strategy into clear territory goals and priorities for the team.
• Hold Territory Sales Managers accountable for results through regular performance review and corrective action, using Salesforce and Power BI.

• Drive disciplined pipeline management and accurate forecasting across the team in Salesforce.
• Develop and sustain a multi-year territory pipeline aligned to the 35 year municipal and RFP buying cycle.
• Partner with Operations to align demand forecasting with production capacity.

• Grow core business and win new municipal and hauler opportunities across the waste and recycling market.
• Position Rehrigs connected waste portfolio RFID-enabled carts, the Vision route-and-asset intelligence platform, RFID Fleet Services, and municipal contract solutions to differentiate and win in the field.
• Drive an advanced, relationship-led selling strategy that positions Rehrig ahead of the RFP specified into municipal requirements rather than bidding on price.
• Ensure customer needs are captured and translated into internal action to deliver best-in-class solutions.

• Partner with National Account Managers, Customer Service, and Operations to coordinate account coverage, demand, and delivery.
• Carry field and forecast insight back to the business unit from demand and operations reviews.

• Contribute field, customer, and pipeline insight to the annual and long-term planning owned by the National Sales Director and VP.
• Support long-term account strategies volume agreements, exclusivity, and contract renewals alongside Territory Sales Managers and National Account Managers.

• Bachelors degree or equivalent experience.
• 5+ years of sales management experience in retail, supply chain, manufacturing, or B2B, ideally leading a distributed or field-based team.
• Experience in the municipal, waste, or recycling sector preferred.
• Proven track record of delivering sales and gross-profit growth through a team.
• Strong sales skills relationship building, presentations, and influencing with exceptional negotiation ability.
• Business acumen and the resilience, tenacity, and diplomacy to manage long municipal sales cycles.
• Experience with CRM (Salesforce) and sales analytics (e.g., Power BI).
• Ability to build and sustain a mission-driven culture aligned to Rehrigs core values Family, Service, Growth, Intrapreneurship, a