Key Account Executive – Environmental Solutions (Oil Spill Removal)

Overview

The Key Account Executive is responsible for driving strategic sales growth while managing relationships across a portfolio of broker-supported and strategic accounts. This role focuses on identifying customer needs related to environmental services—including recycling, waste, hazardous materials, and regulatory compliance—and developing tailored solutions aligned with operational and sustainability goals.

This position plays a critical role in expanding Oil Spill Removal Organization (OSRO) compliance services through a mix of new business development, cross-selling, and account expansion. Success is driven by proactive prospecting, disciplined pipeline management, and strong engagement within a highly regulated environment.

Key Responsibilities

• Build, maintain, and expand long-term relationships with brokers and key decision-makers; drive retention and uncover growth opportunities.

• Develop and execute strategic account plans, including opportunity mapping, risk assessment, and growth strategies.

• Generate new OSRO compliance revenue through cold outreach, cross-selling, and expansion within existing accounts.

• Actively engage facilities, terminals, pipelines, and railroads to identify and close opportunities.

• Maintain a consistent prospecting cadence and manage a disciplined sales pipeline.

• Conduct regular business reviews with stakeholders to ensure service performance and identify additional needs.

• Collaborate with internal teams to design and implement customized environmental and compliance solutions.

• Maintain strong knowledge of service offerings, pricing models, and industry trends.

• Utilize CRM tools (e.g., Salesforce) daily to track activity, manage pipeline, and support accurate forecasting.

• Monitor market conditions and competitive activity to inform account strategy.

• Prepare and complete service agreements, proposals, and onboarding documentation accurately and on time.

• Perform additional duties as assigned.

Qualifications

• Strong knowledge of environmental services and regulatory frameworks (OPA 90 and OSRO experience preferred).

• Excellent communication and presentation skills.

• Ability to manage multiple priorities in a fast-paced, customer-facing environment.

• Proficiency in Microsoft Office (Word, Excel, Outlook).

• Experience using CRM platforms (e.g., Salesforce) for pipeline and performance management.

• Proven ability to build relationships across multiple levels within customer organizations.

• Background in environmental services, waste, recycling, hazardous materials, industrial services, or related industries preferred.

Minimum Requirements

• 5+ years of experience in sales, account management, or a related commercial role.

• Valid driver’s license.

• Industry experience preferred.