National Account Manager - Commercial Segment Business Development

Wind River Environmental is a company focused on providing environmental services, and they are seeking a National Account Manager to develop and manage relationships with large, multi-location customers. The role involves strategic selling, account management, and collaboration with sales teams to ensure successful execution and growth of enterprise agreements.

Responsibilities:

• Own the overall commercial relationship for assigned strategic accounts and targets
• Serve as the primary point of contact for corporate, procurement, and senior customer stakeholders
• Develop and maintain account strategies that align enterprise agreements with site-level execution
• Lead renewal planning and retention efforts to protect and grow existing revenue
• Gain and maintain approved or preferred vendor status with centralized procurement organizations
• Lead development, negotiation, and execution of master service agreements, national or regional contracts, and pricing frameworks
• Partner with WRE Revenue Ops and Operations teams to ensure contracts are commercially viable and operationally executable
• Lead and/or support formal RFP and bid processes for strategic customers
• Translate enterprise agreements into clear, actionable plans for Local Commercial Sales Reps
• Collaborate with Regional Sales Managers to align priorities, target locations, and sequencing of site-level opportunities
• Support field sales efforts as needed while maintaining ownership of the enterprise-level relationship and strategy
• Provide clarity around roles, handoffs, and expectations to ensure efficient execution across sales teams
• Partner with branch-level operations leaders—including Operations Managers, Area Managers, and Regional Vice Presidents—to support service delivery for strategic accounts
• Act as the escalation point for enterprise-level service or commercial issues, coordinating resolution across sales and operations
• Ensure customer expectations established at the enterprise level are aligned with operational capabilities at the branch level
• Identify and pursue growth opportunities within existing accounts, including additional locations, service lines, or geographic expansion
• Maintain visibility into account footprint, whitespace opportunities, and growth progress
• Drive consistent, disciplined expansion of share of wallet within assigned accounts
• Maintain accurate account, opportunity, and activity records in Salesforce
• Provide regular pipeline, forecast, and account updates to leadership
• Participate in periodic account reviews and commercial planning discussions

Requirements:

• Bachelor's degree or equivalent professional experience
• 5+ years of experience in B2B sales, account management, or business development at the national account/enterprise level
• Experience managing complex or multi-location customer relationships
• Experience in environmental services, waste/wastewater, or facility-related industries
• Demonstrated ability to collaborate across Sales and Operations teams
• Familiarity with Salesforce or similar CRM platforms
• Home base within WRE's geographic operating footprint and willingness to travel regularly (~50%)
• Strong strategic account management and enterprise selling capability
• Proven ability to navigate centralized procurement and complex buying organizations
• Ability to influence and coordinate across Sales and Operations without direct authority
• Strong negotiation, communication, and presentation skills
• Financial and analytical capability related to pricing, margin, and deal structure
• High level of organization, follow-through, and CRM discipline