Vice President, Sales - Regional Accounts

Exciting Opportunity to Join Our Legacy of Environmental Leadership!

Location: Headquartered in Indianapolis, with 2,000+ employees nationwide

About Us: At Heritage Environmental Services, we are more than just a company; 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. With a dedicated team spread across the United States, we provide innovative and compliant solutions to thousands of clients in diverse industries.

Why Heritage?

• Impactful Work: Be part of a team that makes a real difference. Our comprehensive services range from hazardous waste management and emergency response to onsite support and technical solutions, allow us to solve our customers waste challenges. We are part of the solution. We don't generate any waste ourselves.
• Growth Opportunities: At Heritage, your contribution is valued beyond your job title. We believe in the power of continuous learning and growth, encouraging every employee to expand their skills and take on new challenges.
• Safety First: Your health and safety are our top priorities. We foster a culture where every employee is empowered to act safely and ensure the well-being of their colleagues. Our mantra is Safe and Compliant, or Not at All.
• Collaborative Environment: Together we can achieve much more. Join a supportive and dynamic team where your ideas and efforts are recognized and rewarded.

Our Commitment: We are dedicated to fostering an inclusive and innovative workplace where every employee can thrive. As part of our team, you will have the freedom to contribute your expertise wherever needed, ensuring the success of our mission to protect the environment.

Our Ambition: Leading the Way in Hazardous Waste Management
Our goal is to become the fastest-growing and most profitable hazardous waste platform, powered by industry-leading, end-to-end capabilities. We aim to be the top choice for our customers, driven by a high-performing team that thrives on solving challenges, continuous learning, and growth.

Exciting News: Heritage Environmental Services is now backed by the EQT Infrastructure VI fund, enhancing our capabilities, and expanding our reach. EQT is a dynamic global investment powerhouse managing EUR 232 billion in assets (EUR 128 billion fee-generating). With a focus on Private Capital and Real Assets, EQT owns and supports leading companies across Europe, Asia-Pacific, and the Americas, fostering sustainable growth, operational excellence, and market leadership. This exciting ownership positions us for even greater impact and growth in the future.

Vice President, Sales - Regional Accounts
We are seeking an experienced and dynamic Vice President, Sales to lead our Regional Sales team. This role is critical to the expansion and growth of our sales operations, overseeing 1,900+ accounts and ~60% of sales revenue, driving future growth for Heritage.

Reporting to the Chief Commercial Officer (CCO), you will spearhead our regional sales initiatives, drive team expansion, and oversee the performance of our regional sales operations. You will be responsible for developing strategic sales plans, optimizing resource deployment, and ensuring our sales targets are consistently met and exceeded.

This position requires a strategic thinker who can execute effectively, inspire our team, and collaborate across departments to drive business growth and enhance our market presence. Additionally, you will play a crucial role in aligning sales strategies with commercial objectives to maximize revenue and profitability.

Essential Functions & Requirements:

• Prioritizes health and safety by adhering to policies, processes, and consistently maintaining safe practices
• Leads a network of regional sales teams with 30+ account managers, overseeing 1,900+ accounts across more than 20 industries that contribute over 60% of the organization's sales revenue; drives team expansion and growth opportunities, ensuring effective management of four regional leaders and their respective teams
• Analyzes territory potential, market share, pricing, and growth opportunities to optimize resource deployment and maximize return on investment (ROI); utilizes data-driven insights to refine sales strategies and improve overall performance
• Maintains existing customer relationships while driving new customer acquisition in priority industries (e.g., pharma and advanced manufacturing) and geographies with targeted strategies to penetrate new markets and expand our customer base
• Implements and refines customer segmentation strategies, ensuring differentiated service levels for each segment and periodically upgrades these strategies to maintain competitiveness and meet evolving market demands
• Develops and executes growth plans for different customer tiers; aligns actions with our Full Potential Plan (FPP) roadmap, focusing on aggressive growth for priority customer verticals while effectively managing remaining customer segments
• Achieves and exceeds monthly and quarterly revenue growth targets; develops and implements new demand generation strategies aligned with operational readiness and market conditions
• Collaborates closely with the Transformation Management Office (TMO), Operations, and Commercial teams to align strategies with overall business objectives, ensuring seamless integration of sales initiatives with broader organizational goals
• Partners with the Marketing Team to align sales strategies with marketing objectives, while fostering a collaborative environment to enhance brand positioning and drive customer engagement through digital marketing campaigns
• Monitors market trends and competitor activities to identify new business opportunities and stay ahead of industry developments; drives awareness and adoption of key learning and best practices across the organization
• Plays a crucial role in recruiting, hiring, and training sales staff, promoting a culture of high performance, growth, and achievement within the team, ensuring continuous professional development and motivation
• Manages the regional budget to ensure optimal allocation of resources, demonstrating a clear return on investment (ROI) for sales initiatives, and maintaining financial accountability, ensuring cost-effective operations and strategic spending
• Takes on additional duties as assigned to support the team and organization

Key Performance Indicators (KPIs) for Success:

• Revenue Growth: Overall revenue growth generated by the regional sales team, measured in millions ($m), with a focus on achieving and exceeding monthly and quarterly targets
• Margin Expansion: Expand customer gross profit margin, measured in percentage (%), by understanding the customer value proposition and pricing to maximize value
• Upselling and Share of Wallet Expansion: The success of upselling efforts and the expansion of share of wallet within existing accounts in millions ($m)
• Sales Pipeline Velocity: The speed at which leads move through the sales pipeline, from initial contact to closing, to identify bottlenecks and improve sales efficiency
• Customer Retention Rate: The percentage (%) of Tier 1, Tier 2, and Tier 3 customers retained over a specific period to ensure high levels of customer satisfaction (NPS) and loyalty, leading to long-term revenue growth
• New Customer Acquisition: The success of acquiring new customers in priority industries and geographies measured in number of new accounts gained and revenue generated in millions ($m) from those strategic areas

Education:

• Bachelor's degree in business administration, marketing, sales or related field (required)
• MBA or master's degree in a relevant field (preferred)

Experience:

• 15+ years of experience in sales, with a proven track record of driving significant revenue growth (required)
• 5+ years of experience in a leadership or managerial role, overseeing sales teams and initiatives (required)
• Experience in the industrial waste management industry or related field (preferred)
• Experience in relevant industries such as Pharma, Advanced Manufacturing or other priority sectors, with a deep understanding of market dynamics and customer needs (preferred)
  
  

Competencies:

• Ability to develop and implement strategic sales plans that align with business objectives and drive market expansion
• Strong leadership skills, with the proven ability to mentor and develop high-performing sales teams, including recruiting, hiring, and training sales staff
• Excellent relationship management abilities with both key clients and stakeholders, ensuring high levels of customer satisfaction and loyalty
• Proficiency in analyzing sales data, market trends, and competitor activities to make informed strategic decisions and optimize sales performance
• Strong ability to partner with other departments, such as Marketing and Finance, to align sales strategies with overall business goals
• Demonstrated ability to manage sales budgets, ensuring optimal allocation of resources, and establishing a clear ROI for sales initiatives
• Regular and predictable attendance to perform the functions and requirements of this role

Benefits, Compensation, & Workforce Diversity:
Heritage 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.

All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran or status as a qualified individual with a disability.

A post-offer drug screen will be required.