Job Title: Director, Key Account Growth

Location: Remote/Hybrid - USA

Reports to: Chief Commercial Officer

Department Name: Key Accounts Growth

Position Type: Full Time, Exempt

Position Summary

The Key Account Growth Director is responsible for building and maintaining a full sales pipeline from prospecting to closing within a defined territory through cold-calling and through tapping into their existing local network. Reporting to the Chief Commercial Officer, you will play a crucial role in expanding Rubicon’s client list. Your goal will be to work with your existing business portfolio/relationships and develop new relationships to sell the Rubicon program and platform to large, targeted prospects.

Essential Duties & Key Responsibilities

• Educate customers on service differentiation and value-added during the sales process.

• Communicate with supervisor, team, and stakeholders pro-actively, timely and clearly regarding work progress, timelines, obstacles, results, and challenges.

• Develop sales strategy for the territory that meets and exceeds sales objectives.

• Identify new business leads and contact prospective key clients to promote products and services.

• Collaborate with Leadership and Commercial Excellence Team to negotiate favorable agreements, including favorable payment terms and deal structures.

• Anticipate how decisions are made and persistently explore customers’ business needs.

• Follow up after sales to achieve referrals, maintain a high level of integrity, commitment, and trust.

• Develop partnerships and relationships with organizations related to the industry, leverage understanding of account competitors and the marketplace.

• Support Key Account Channels in growth opportunities with current customers.

• Assist with booth setup as needed at trade shows and/or other events.

• Review all pricing files from Commercial Finance before SAE submits to prospects.

• Own identified strategic partnerships (with Executive support).

• Continuously strive to improve processes and capabilities for the company.

• Ability to travel and/or work onsite as needed.

• Performs other duties as assigned or apparent.

Supervisory Responsibilities:

• This job has supervisory responsibilities.

Experience & Qualifications:

• Bachelor’s degree required.

• 10+ years of relevant work experience with a successful track record with national accounts selling multi-million-dollar contracts.

• Demonstrated ability to sell large scale and complex programs to enterprise customers.

• Competence working in Salesforce or similar CRM system to build and maintain pipeline.

• In-depth knowledge of client relationship management strategies.

• High energy, solid time management skills and persistence in the pursuit of goals.

• Ability to push through complicated sales cycle to close deals.

• Knowledge of tech sales, facility maintenance sales or strategic partnership sales is a plus.

• Excellent presentation, communication, and facilitation skills.

• Strong organizational and project management skills with the ability to manage multiple priorities and deadlines.

• Exceptional interpersonal skills, with the ability to interface effectively with stakeholders at all levels of the organization.

• Ability to work independently while also being a team player who thrives in a collaborative environment.

• Travel and/or onsite work will be on an as needed basis.

Physical Demands and Working Environment

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodation may be made to enable individuals with disabilities to perform the functions.

• While performing the duties of this job in a home office setting, the employee is regularly required to work on a computer for extended periods of time.

• Frequent use of a computer requires fine motor skills and hand-eye coordination.

• Ability to sit for extended periods while working from home or a designated workspace.

• Ability to perform tasks that require sustained attention and focus.

• Occasional lifting of materials up to 25 pounds.

• Travel to attend team meetings may be required.

• To facilitate working from home, and as a requirement for this role, the employee must provide reliable internet connection with sufficient bandwidth to execute all job functions and technology setup conducive to remote work. The company laptop will be provided.

• A quiet, distraction-free workspace is required for maintaining productivity.

• Collaboration with team members may occur through virtual meetings and communication platforms.

About Rubicon

Rubicon is a leading provider of technology-based waste and recycling solutions for waste generators, helping them to understand, manage, and reduce waste. We provide multi-location businesses with an all-in-one waste and recycling solution, offering deep insights into your waste streams to enable informed decision-making and actions across all your locations. We help customers achieve sustainability goals with tailored zero waste solutions, leveraging our longstanding relationships with more than 8,000 vendors and hauler partners.

Rubicon is an Equal Employment Opportunity Employer. We also maintain a Drug-Free Workplace.

Rubicon is committed to sustainability and will rely on all employees to serve as an advocate for Environmental Social and Governance (ESG) both internally and externally to help grow the Company’s ESG objectives.

• Environment: Contribute, measurably, to Rubicon’s carbon reduction goal and circular economy efforts

• Social: Support Rubicon’s efforts to cultivate/promote racial and gender equity

• Governance: Advance Rubicon’s commitment to best-in-class governance practices