National Sales Manager - Environmental

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 Pacific’s 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 Rehrig’s 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.

Areas of Accountability

Sales Leadership & Team Development

• 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 Rehrig’s core values.

Sales Execution & Revenue Delivery

• 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.

Pipeline & Forecast Management

• Drive disciplined pipeline management and accurate forecasting across the team in Salesforce.
• Develop and sustain a multi-year territory pipeline aligned to the 3–5 year municipal and RFP buying cycle.
• Partner with Operations to align demand forecasting with production capacity.

Customer Growth & Market Expansion

• Grow core business and win new municipal and hauler opportunities across the waste and recycling market.
• Position Rehrig’s 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.

Cross-Functional Alignment

• 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.

Strategic Contribution to the Business Unit

• 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.

Knowledge, Skills, and Experience

• Bachelor’s 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 Rehrig’s core values — Family, Service, Growth, Intrapreneurship, and Innovation.
• Minimum 50% travel, primarily by air.
• Ability to lift and handle product samples (crates, trays, carts, pallets) as needed.

The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Rehrig Pacific, compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $165,000.00 to $175,000.00.