Wind River Environmental · 8 hours ago
National Account Manager
Marlborough, MA
Full-time
Onsite
Senior Level
5+ years expWind River Environmental is seeking a National Account Manager to develop and manage relationships with large, multi-location customers. This role involves owning the commercial relationship and growth strategy for strategic accounts, collaborating with sales representatives, and ensuring successful service delivery across customer locations.
Environmental Consulting
Responsibilities
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
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 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
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
Qualification
Required
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%)
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
Company
Wind River Environmental
Wind River Environmental inspect, service, repair and install a broad array of non-hazardous liquid waste systems.
501-1000 employees
Funding
Current Stage
Late StageTotal Funding
unknown2017-04-04Acquired
1999-11-01Pre Seed
Leadership Team
David Parry
CEO
D
Don Dumont
Chief Financial Officer
Recent News
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