Director, Regional Sales - East

About Arcwood

Every advancement-from the products we use to the medicines and technologies we depend on-creates waste that must be handled responsibly. For more than 50 years, Arcwood Environmental has helped organizations across the United States manage the byproducts of progress safely and thoughtfully. With deep expertise and innovative waste management technology across a growing nationwide footprint, Arcwood protects people, communities, and the environment through work that often happens behind the scenes.

Our Values

We move forward together, one team with a shared purpose, counting on each other every day. Our core values demonstrate how we work together to deliver value for our customers, putting them at the center of all we do:

Lead with Safety: We uphold the highest safety and compliance standards to protect our teams, our customers and the communities that count on us.
• Solve Problems Creatively: We push for better - advancing technologies, processes, and ideas that protect human health and the environment.
• Own It Together: We are individually and collectively accountable for our work and our impact, knowing that progress is only achieved by working together - with our customers, and with each other.
• Deliver for Customers: We put customers at the center of all we do. When we live our values - lead with safety, solving problems creatively, and owning our work together - the result is clear: we deliver exceptional value for our customers.

We've reached a unique point as a company: big enough to deliver broad capability and consistent performance, while striving to be nimbler and more responsive to our customers' evolving needs. Come join Arcwood and be part of our legacy of environmental leadership!

Director, Regional Sales The Senior Director, Regional Sales 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 the Eastern U.S. region.

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

Location: This role is a remote based position covering the Eastern United States. The position requires significant travel therefore must be near a major airport.

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

• 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)