Regional Sales Manager - East

Regional Sales Manager

Exciting Opportunity to Join Our Legacy of Environmental Leadership!

Location: Remote with travel

At Arcwood Environmental, we are pioneers in industrial waste management, committed to creating a cleaner, safer world. Since our inception during the environmental movement of the 1970s, we've been at the forefront of solving complex environmental challenges. Headquartered in Indianapolis, Indiana with a dedicated team of 2,000+ employees spread across the United States, we provide innovative and compliant solutions to thousands of clients in diverse industries.

The Regional Sales Manager is responsible for leading a group of salespeople within a sales region. The deliverable is to align with the regional sales strategy and execute revenue growth, expand market share, and build long-term customer relationships within a defined U.S. region. (East & Southeast territories)

Reporting directly to the Regional Sales Director, the Regional Sales Manager plays a key role in shaping the regional go-to-market approach, maintains a direct territory, oversees a team of sales professionals, and represents the company's environmental service offerings to both existing and prospective customers. This role requires a commercially driven leader with deep industry knowledge, strong business acumen, and the ability to inspire high performance in a fast-paced, service-oriented environment.

Essential Functions & Requirements:

Sales Leadership & Strategy

Leads the execution of regional sales strategies that align with corporate growth goals and market needs in the environmental services sector

Translates region-wide sales objectives into actionable plans, targets, and tactics for the territories covered

Identifies growth opportunities in hazardous and non-hazardous waste services, industrial cleaning, remediation, and environmental compliance solutions

Team Development & Performance

Builds, develops, and manages a high-performing sales team

Sets performance goals, coaches team members, and fosters a culture of accountability, customer focus, and commercial excellence

Ensures the consistent use of sales processes, CRM tools, and pipeline management best practices

Customer Engagement & Retention

Develops and maintains strong relationships with key customers, including industrial, commercial, and government accounts by working with our legal team to establish commercial best practice agreements

Serves as an extension of the regional director, sales to provide market feedback, identify opportunities, and provide coaching for securing and negotiations for customer agreements

Partners with operations to ensure service delivery aligns with customer expectations and contractual obligations

Business Development & Market Expansion

Identifies and pursues new business opportunities, leveraging market intelligence and industry trends

Represents the company at industry conferences, customer meetings, and regulatory events to elevate visibility and brand

Collaborates with marketing and product teams to position services effectively and differentiate in competitive markets

Reporting & Forecasting

Leads sales forecasting, budgeting, and performance analysis for their territories

Tracks KPIs and pipeline health to proactively address gaps and capitalize on growth areas

Provides strategic updates and recommendations to the chief commercial officer and executive team

Takes on additional duties as assigned to support the team and organization

Education:

Bachelor's degree in business, marketing, or related field (required)

Experience:

5+ years of sales leadership and/or territory experience in the environmental services, waste management, or industrial services industries (required)

Proven success leading multi-state or national accounts and achieving multi-million-dollar revenue targets (required)

Previous experience working with manufacturing, energy, government, or other heavily regulated industries (required)

Competencies:

Ability to learn technical concepts and creatively problem-solve to develop and implement solutions

Strong relationship-building and negotiation skills to effectively communicate with and support customers

Excellent leadership skills to develop a high-performing team and promote a culture of accountability

Regular and predictable attendance to perform the functions and requirements of this role

Benefits, Compensation, & Workforce Diversity: Arcwood offers competitive pay and bonus incentives. Benefits include choice of medical, dental, and vision plans, flexible spending or health savings accounts, employee and dependent life insurance, short and long-term disability, 401(k) savings plan with company match, and tuition reimbursement.

Equal Opportunity Employer - Veterans & Disabilities

A post-offer drug screen and background check will be required.