What are the responsibilities and job description for the National Account Manager position at Wind River Environmental?
Job Type
Full-time
Description
The National Account Manager (NAM) is responsible for developing, managing, and expanding relationships with large, multi-location customers across Wind River Environmental’s Commercial & Industrial segments.
This role operates at the enterprise level, owning the overall commercial relationship, contract structure, and growth strategy for assigned strategic accounts. The NAM works in close partnership with Wind River’s Local Commercial Sales Representatives and Industrial Sales Representatives—along with their respective Regional Sales Managers—to execute site-level opportunities and deliver consistent service across customer locations.
The NAM is accountable for securing and expanding master or frame agreements with centralized procurement and corporate stakeholders, then enabling successful penetration and growth across individual sites. Success in this role requires strong strategic selling capability, disciplined account management, and the ability to coordinate effectively across a decentralized sales and operations organization.
Key Responsibilities
Account Ownership & Strategy
Own the overall commercial relationship for assigned strategic accounts.
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.
Enterprise Sales & Contract Development
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.
Multi-Site Execution & Sales Team Collaboration
Translate enterprise agreements into clear, actionable plans for Local Commercial Sales Reps and Industrial 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.
Internal Coordination & Service Delivery Alignment
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.
Account Expansion & Growth
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.
Sales Discipline & Reporting
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.
Measures of Success
Performance In This Role Will Be Evaluated Based On
Retention and growth of assigned strategic accounts
Successful execution and renewal of enterprise agreements
Expansion of locations and services within managed accounts
Quality and predictability of pipeline and forecasting
Effectiveness of collaboration with Local Commercial and Industrial Sales teams
Strength and depth of enterprise-level customer relationships
Requirements
Skills & Capabilities
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
Qualifications
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 industrial services, environmental services, waste/wastewater, or facility-related industries
Demonstrated ability to collaborate across Sales and Operations teams
Familiarity with Salesforce or similar CRM platforms
Willingness to travel regularly (~50%)
Full-time
Description
The National Account Manager (NAM) is responsible for developing, managing, and expanding relationships with large, multi-location customers across Wind River Environmental’s Commercial & Industrial segments.
This role operates at the enterprise level, owning the overall commercial relationship, contract structure, and growth strategy for assigned strategic accounts. The NAM works in close partnership with Wind River’s Local Commercial Sales Representatives and Industrial Sales Representatives—along with their respective Regional Sales Managers—to execute site-level opportunities and deliver consistent service across customer locations.
The NAM is accountable for securing and expanding master or frame agreements with centralized procurement and corporate stakeholders, then enabling successful penetration and growth across individual sites. Success in this role requires strong strategic selling capability, disciplined account management, and the ability to coordinate effectively across a decentralized sales and operations organization.
Key Responsibilities
Account Ownership & Strategy
Own the overall commercial relationship for assigned strategic accounts.
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.
Enterprise Sales & Contract Development
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.
Multi-Site Execution & Sales Team Collaboration
Translate enterprise agreements into clear, actionable plans for Local Commercial Sales Reps and Industrial 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.
Internal Coordination & Service Delivery Alignment
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.
Account Expansion & Growth
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.
Sales Discipline & Reporting
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.
Measures of Success
Performance In This Role Will Be Evaluated Based On
Retention and growth of assigned strategic accounts
Successful execution and renewal of enterprise agreements
Expansion of locations and services within managed accounts
Quality and predictability of pipeline and forecasting
Effectiveness of collaboration with Local Commercial and Industrial Sales teams
Strength and depth of enterprise-level customer relationships
Requirements
Skills & Capabilities
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
Qualifications
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 industrial services, environmental services, waste/wastewater, or facility-related industries
Demonstrated ability to collaborate across Sales and Operations teams
Familiarity with Salesforce or similar CRM platforms
Willingness to travel regularly (~50%)