Overview In this role you will lead Casella's national accounts program, shaping enterprise strategies that drive revenue growth, profitability, and long-term partnerships. You'll act as the executive relationship owner for top national customers and oversee cross-functional execution to ensure exceptional customer experiences and sustainable results. You will guide financial analyses, contract strategy, and long-range growth plans, while promoting data-driven, disciplined performance across the organization. This is a strategic leadership role with a strong impact on customer value and company growth.
Compensation / Benefits- Medical, Dental, Vision
- Life & Disability Insurance
- Maternity & Parental Leave
- Flexible Spending Accounts
- 401K
- Tuition Assistance
Responsibilities- Develop and execute the national accounts strategy to grow revenue, profitability, retention, and market expansion.
- Evaluate profitability and establish contracts ensuring favorable IRRs for the portfolio.
- Serve as executive relationship owner for major national customers and build senior stakeholder partnerships.
- Lead pro forma analyses, financial models, and business cases for opportunities, contracts, and strategic initiatives.
- Drive financial discipline and data-driven decision making across the National Accounts organization.
- Coordinate with Operations, Finance, Legal, Marketing, and regional leadership for seamless execution of commitments.
- Identify opportunities to expand services, improve satisfaction, and increase wallet share in strategic accounts.
- Set performance metrics, governance processes, and executive business reviews to strengthen relationships and financial outcomes.
- Monitor budgets, forecasts, and financial objectives; implement corrective actions as needed.
- Lead and mentor directors and account executives to build a high-performing sales culture.
- Lead executive reviews, contract negotiations, and long-term customer strategy sessions to strengthen partnerships and growth.
- Analyze sales performance, pricing realization, profitability, forecasting accuracy, and trends for data-driven decisions.
- Drive improvements in onboarding, contract administration, pricing governance, billing, and issue resolution.
- Promote adoption of AMCS, CRM, CORE, Power BI and other enterprise tools for better visibility and analytics.
- Establish leadership routines, talent development, succession planning, and cross-functional issue resolution.
- Lead change management to boost organizational effectiveness, engagement, and performance.
- Foster accountability, collaboration, innovation, and ownership across National Accounts.
Key requirements- 15+ years of progressive leadership in sales, commercial operations, or related fields with executive responsibility
- Bachelor's degree in Business/Marketing/Finance or related field; Master's preferred
- Proven success leading enterprise or national accounts in complex, multi-site environments
- Experience developing and executing commercial strategies with significant P&L impact
- Track record of national account revenue growth, EBITDA improvement, margin expansion, and market share gains
- Ability to lead cross-functional teams and drive strategic initiatives
- Strong talent development, leadership, and succession planning capabilities
- Excellent negotiation, communication, and presentation skills
- Commitment to data-driven decision making and operational execution
- relationship-building
- negotiation
- communication
- AMCS
- CRM platforms
- CORE
