Key Account Executive Sales Manager

Lincoln Waste Solutions, powered by Reconomy, is hiring a Key Account Executive to grow revenue by acquiring national and multi-site accounts for its managed waste and recycling services. The role leads the full sales cycle, from prospecting and solution design through proposals, negotiation, and close, and coordinates with internal teams on implementation handoffs.

Responsibilities:

• Identify, prospect, and qualify national and multi-site target accounts across priority verticals (e.g., retail, industrial, logistics, healthcare, data centers)
• Build and maintain a robust pipeline in CRM with accurate stage, value and close-date forecasting
• Represent the company at industry associations, trade shows and networking events to generate demand. 40%
• Lead discovery, including waste stream assessments, invoice audits and site-level service analysis, to quantify the client opportunity
• Partner with Pricing, Procurement / Vendor Management and Operations to design serviceable, margin-appropriate programs leveraging the third-party vendor network
• Own RFP / RFI responses, proposals and business cases, including savings, diversion, and sustainability outcomes
• Position the asset-light value proposition – vendor optimization, consolidated invoicing, reporting, and program management – against asset-based competitors
• Present solutions and business cases to procurement, finance, sustainability and C-suite stakeholders
• Negotiate pricing, service levels and commercial terms in partnership with Legal and leadership
• Manage MSA / SOW review and execution, coordinating internal approvals on margin and risk terms
• Secure multi-year agreements that balance client savings with company profitability
• Maintain deal momentum and multi-threaded relationships throughout extended sales cycles
• Partner with Implementation and Account Management to ensure a smooth transition from close to onboarding
• Support vendor sourcing and service transition activities during account ramp-up
• Remain engaged through the early account lifecycle to protect retention and identify expansion opportunities
• Monitor waste and recycling market dynamics, commodity trends, regulatory developments, and competitor activity. Provide field intelligence to Pricing, Marketing, and leadership to sharpen the company’s offering and positioning

Requirements:

• Bachelor's degree in Business, Sales / Marketing, Environmental Science or a related field (or equivalent relevant experience)
• 5–8 years of B2B sales experience with a track record of closing national or multi-site accounts
• Experience selling waste, recycling, environmental, facilities or logistics services
• Demonstrated success managing long, complex sales cycles involving procurement, finance and C-suite stakeholders
• Experience leading RFP / RFI responses and formal proposal processes
• Strong financial acumen – ability to build and present cost savings, pricing and margin analyses
• Proficiency with CRM systems (e.g., Salesforce) and disciplined pipeline management
• Valid driver's license required
• Consultative, solution-based B2B selling
• 5+ years
• National / multi-site account acquisition and enterprise sales cycles 3+ years
• Waste, recycling, or environmental services industry knowledge 3+ years
• Financial acumen (pricing, savings modeling, margin analysis)
• 3+ years
• Negotiation and contract / commercial terms management
• CRM proficiency and pipeline discipline (e.g., Salesforce)
• Executive presence, communication and presentation skills
• asset light / brokered or managed services model strongly preferred
• industry certifications (e.g., SWANA, TRUE Advisor) a plus