Director of Landfill Sales

Position Summary

The Director of Landfill Sales is responsible for developing and overseeing sustainable growth of Casella’s disposal sales strategy in support of region and disposal operations teams. The incumbent is also responsible for collaborating with Casella’s Special Waste team for the technical review of waste characterization profile information and confirming approval of applicable waste streams. The role delivers volume and economic value in support of our disposal facilities and guides the strategy for landfill sales execution.

Key Responsibilities

Business Development & Strategy

• Identify and capitalize on new business opportunities and service offerings.
• Develop and execute strategic plans to expand Casella’s market presence in solid waste disposal services.
• Negotiate and establish pricing and agreements to support growth objectives of field and region operating teams.
• Conduct and oversee market assessment to determine waste flows, new volume sources and market dynamics.
• Participate in industry organizations, trade shows, and client events as a strategic leader and brand ambassador.

Client Relationship Management

• Identify, develop, and maintain relationships with potential and existing clients in need of special waste disposal services.
• Promote and sell waste management services, providing clients with tailored waste disposal solutions.
• Respond to customer inquiries, providing expert advice on waste disposal methods and regulations.
• Negotiate contracts and pricing with clients, ensuring competitive and profitable service offerings.
• Prepare and deliver sales presentations and proposals.
• Implement and maintain tools like MS-Dynamics to enhance business development initiatives.

Team Leadership & Culture

• Motivate and coach sales team to deliver sustainable revenue growth.
• Collaborate with Technical Director, Special Waste, Environmental Compliance, and operating teams to ensure compliance with permitting, regulations and policies.
• Manage and provide leadership to team members by effectively communicating, establishing clear goals and objectives, coaching team members on achieving goals, and ensuring access to training and development opportunities that assist employees in attaining the necessary skills to achieve team and corporate results.
• Participates in training and other learning opportunities to expand knowledge of the company, products, sales, and services and performs any other duties needed to help drive our vision, fulfill our mission, and/or abide by our core values.

Education, Experience & Qualifications

The ideal candidate holds a Bachelor's degree in environmental science, Waste Management, Business, or a related field, and has a minimum of 10 years of experience in waste management or environmental services with progressive leadership responsibilities. They have a proven track record in sales, business development, or account management within the industry, and possess strong knowledge of local, state, and federal environmental regulations. Additionally, they demonstrate strong interpersonal, negotiation, and strategic selling skills, along with exceptional organizational abilities to manage multiple tasks and priorities. Proficiency in CRM systems, financial analysis, and a deep understanding of environmental regulations are essential, as is strong financial acumen and experience in leading a business line, coupled with exceptional written and oral communication skills and team coaching experience.

Attributes

Positive, team-oriented leader who embodies commitment and dedication to the customer and organization, is proactive and results-oriented, displays integrity and trustworthiness, exercises sound judgment and supports continuous learning. Possesses the ability to develop and coach staff, foster teamwork, and lead by managing results through others' performance, while prioritizing efforts to achieve corporate objectives. Most importantly, the incumbent is a collaborative business partner who can build productive relationships with business process owners, operations management, and other corporate leaders.

Benefits

Medical, Dental, Vision, Life & Disability Insurance, Maternity & Parental Leave, Flexible Spending Accounts, Discounted Stock Program, 401K, Employee Awards, Employee Assistance Plan, Wellness Incentive, Tuition Assistance, Career Pathways, and More.