Regional Sales Director

Exciting Opportunity to Join Our Legacy of Environmental Leadership

Location: Remote with travel

About Us: At Arcwood Environmental, 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. 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.

Why Arcwood?

• 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 Arcwood, 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, Always.
• 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 Vision: Our vision is to be the most trusted partner in the environmental services industry. We put our customers first and deliver agile, sustainable, and innovative solutions. We commit to nurturing top talent and creating lasting value for our customers, shareholders, communities, and the planet.

Our Ownership: Arcwood Environmental is 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 continued impacts and growth in the future.

Regional Sales Director
The Regional Sales Director 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.

Reporting directly to the Chief Commercial Officer, the Regional Sales Director 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

• For their team, 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
• Provides market feedback, identifies opportunities and provides 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:

• 8+ 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)
  

Critical Success Factors:
Key Performance Indicators (KPIs)

• Drives Revenue Growth: Consistently meets or exceeds sales targets and contributes to overall business growth
• Leads a High-Performing Team: Builds, develops, and retains a results-driven sales team with clear goals and accountability
• Expands Customer Relationships: Strengthens key accounts and identifies opportunities for cross-sell and upsell within the region
• Executes with Discipline: Ensures accurate forecasting, strong pipeline management, and effective CRM adoption across the team
• Identifies Market Opportunities: Proactively uncovers and captures new business opportunities to expand regional market share
  

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 7% company match, and tuition reimbursement.

Equal Opportunity Employer - Veterans & Disabilities

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