National Business Development Director

Why Join WRM? Why Join WRM? 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. About the Opportunity 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. What You'll Do

• 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.

Qualifications

• 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 bachelor's degree.
• Minimum of six (6) years of progressive experience in sales, business development, commercial leadership, or a related field, with eight (8) or more years preferred.
• Demonstrated experience leading, coaching, and developing sales or business development professionals.
• Proven track record of developing and executing sales strategies that produce profitable organic revenue growth.
• Strong financial and commercial acumen, including experience evaluating pricing, gross margin, customer economics, bids, and new business opportunities.
• Experience developing sales forecasts, territory plans, customer strategies, quotas, KPIs, and performance metrics.
• Strong understanding of pipeline management and CRM processes; experience with HubSpot or a comparable CRM platform preferred.
• Demonstrated ability to develop pricing strategies, proposals, bids, financial models, and business cases.
• Experience developing strategic customer relationships and negotiating complex commercial agreements.
• Strong analytical, strategic planning, problem-solving, presentation, communication, and negotiation skills.
• Ability to work effectively across Operations, Finance, Marketing, Customer Experience, and executive leadership.
• Experience within environmental services, liquid waste, wastewater, waste management, industrial services, transportation, logistics, or another recurring or route-based service industry preferred.
• Knowledge of centralized waste treatment (CWT), liquid waste hauling and handling, or related environmental services preferred.
• Previous experience combining sales and operational knowledge strongly preferred.
• Proficiency with Microsoft Office applications and CRM technology.
• Ability and willingness to travel regularly.

What Success Looks Like

• Success in this position will be measured by the ability to create sustainable, profitable growth through:
• Organic revenue growth
• New recurring and contracted revenue
• Gross profit and margin performance
• Market penetration
• Customer and route density
• New customer acquisition
• Cross-selling and upselling
• Customer retention
• Pipeline quality and forecast accuracy
• Sales-team quota achievement
• CRM and sales-process discipline

Physical Requirements

• Ability to perform work in an office and field environment, including extended periods of sitting and computer use.
• Ability to stand, walk, and navigate customer and operational facilities during site visits and industry events.
• Ability to occasionally lift and carry materials or equipment weighing up to 25 pounds.
• Ability to travel regularly by automobile and commercial aircraft, including overnight travel as required.

EQUAL EMPLOYMENT We are an equal opportunity employer; committed to equal treatment of all employees without regard to race, national origin, religion, gender, age, sexual orientation, veteran status, physical or mental disability or other basis protected by law. WRM complies with the ADA and considers reasonable accommodation measures that may be necessary for eligible applicants/Employees to perform essential functions.