The Director of Industrial Services leads the company’s growth and segment strategy for manufacturing and industrial accounts in collaboration with regional management and leadership teams. The incumbent builds and executes strategies oriented to retaining and expanding existing company relationships, soliciting new business from prospective customers and offering all Casella capabilities and services. 

• Cultivates the development and management of revenue growth for customers through the Industrial Services team to foster strong partnerships and further market penetration.
• Leads and manages sustainable growth business development representatives and provides guidance and support to strategic account managers and field sales personnel working with industrial accounts to drive success, build and maintain lasting relationships.
• Assimilates and synthesizes market information and industrial trends and proposes recommendations for plans to increase industrial contracts and retention.
• Organizes and prioritizes industrial book of business and pipeline to drive profitable and operationally optimal growth and retention.
• Designs and maintains an effective budget model and forecast for the industrial segment, with input from regional and senior leadership teams, which analyzes financial information to ensure that all operations are within budget and optimize services and products to create efficiency and drive cost-effectiveness.
• Provides leadership and guidance to Market Area Managers and Division Managers in collaboration with the regional and senior leadership teams to identify new growth markets, develop sales strategy for industrial sales growth at the corporate and regional levels and ensure annual revenue generation and retention goals are met. Negotiates and executes profitable and mutually beneficial agreements with industrial accounts to position Casella for success in executing strategic growth initiatives in respective markets.
• Collaborates with other departments in support of industrial growth strategy – including resource solutions, sales operations, marketing, and sustainability.
• Prepares and tracks revenue growth and retention activity and reports quarterly progress by market area to regional and senior leadership teams to provide valuable insight on progress and what changes can be made to increase productivity.
• Collaborates with other segment leads to create strategic alignment, process and organization.
• Manages and provides leadership to team members by effectively communicating, establishing clear goals and objectives, coaching team members on achieving goals, and ensuring access to training and development opportunities that assist employees in attaining the necessary skills to achieve team and corporate results.
• Participates in training and other learning opportunities to expand knowledge of the company, products, sales, and services and performs any other duties needed to help drive our vision, fulfill our mission, and/or abide by our core values.
• Ensures compliance with all company, state, and federal policies, regulations, and laws regarding employment and employee safety.

Nature and Scope

The Director of Industrial Services is responsible for establishing customer management standards and best practices as well as managing business expectations and strategy associated with Casella’s industrial book of business.  Reporting into this position, direct and dotted line, are the Strategic Account Managers and Business Development Managers.

The successful candidate will have a bachelor’s degree in business or a related field and 8+ years of business experience with increasing leadership responsibilities in geographically diverse work environments. Demonstrated ability to work as part of a team in a collaborative environment is a must. Demonstrated ability to lead a geographically dispersed and remote team. Excellent analytical and change management skills

Excellent listening, verbal and written communication, and formal presentation skills along with highly developed interpersonal and strategic selling and negotiation skills are required. Adept at working in a digitial and constantly changing business environment. Demonstrated proficiency in MS Office 365 and MS Dynamic CRM or similar software is expected.

Candidates must be able to travel up to 60% of the time, posess a valid drivers license and be legally eligible to work in the US. 

Positive, team-oriented leader who embodies commitment and dedication to the customer and organization, is proactive and results-oriented, displays integrity and trustworthiness, exercises sound judgment and supports continuous learning. Is skilled at leading a team of individuals who are situated across the United States and working within both Casella facilities as well as working remotely. Is a leader who focuses on developing and coaching staff, fostering teamwork, and managing results through the performance of others and prioritizes efforts to achieve business objectives. Most importantly, the individual is a collaborative business partner who can build productive relationships with business process owners, operations management, and other leaders across the organization.

Medical, Dental, Vision, Life & Disability Insurance, Maternity & Parental Leave, Flexible Spending Accounts, Discounted Stock Program, 401K, Employee Awards, Employee Assistance Plan, Wellness Incentive, Tuition Assistance, Career Pathways, and More.