Manager, Commercial Origination (Waste/Recycling Sales)

About the role

The Manager, Commercial Origination will spearhead business development across a defined region, targeting municipalities, waste haulers, recyclers, transfer stations, and MRF operators. Acting as a market expert and trusted advisor, you will leverage deep industry relationships and operational insight to originate and close strategic partnerships that drive long‑term commercial growth.

Key responsibilities

• Identify, originate, and develop new commercial opportunities within the municipal solid waste and recycling sector.
• Build and maintain relationships with municipal decision‑makers, waste haulers, facility owners, recyclers, and other key market participants.
• Analyze regional waste flows, infrastructure networks, contract structures, and market dynamics to pinpoint strategic opportunities.
• Lead the end‑to‑end commercial process from prospecting through negotiation, contracting, and deal execution.
• Collaborate with operations, engineering, and executive teams to evaluate project feasibility and design customer solutions.
• Educate customers on AI‑enabled sortation technology and long‑term infrastructure partnership benefits.
• Develop business cases and commercial proposals aligning customer objectives with company capabilities.
• Navigate complex public‑sector procurement processes and stakeholder engagement.
• Support long sales‑cycle opportunities involving technology integration, infrastructure development, and operational transformation.
• Represent the company at industry conferences and trade events.

Required profile

• Proven experience in business development or commercial origination within the municipal solid waste, recycling, or related infrastructure sectors.
• Strong network of relationships with municipal officials, waste haulers, recyclers, and facility owners.
• Deep understanding of regional waste flows, industry economics, and public‑sector procurement procedures.
• Ability to structure complex agreements that create mutual value for customers and the company.
• Excellent communication and negotiation skills, with a track record of closing long‑term contracts.
• Collaborative mindset to work closely with operations, engineering, and executive leadership.

Required skills