CONFIDENTIAL EXECUTIVE SEARCH BRIEF
Senior Vice President, Business Development – Environmental Services
Location: Ontario
Reports to: Chief Executive Officer
Direct Reports: National Accounts leadership; sales leadership
The Opportunity
The company is seeking a Senior Vice President, Business Development – Environmental Services to serve as a core member of the executive leadership team. This individual will own national accounts strategy, elevate commercial execution, and play a central role in shaping enterprise-wide growth initiatives.
This is a highly visible role reporting directly to the CEO and partnering closely with Operations, Strategy, Marketing, and Corporate Development.
Strategic Context
The business is executing against four enterprise priorities:
Organic Growth: Share gain, cross-selling, and pricing discipline
Margin Expansion: Procurement leverage, internalization, and commercial optimization
Platform Build: Strengthening systems, tools, and functional capabilities
Inorganic Growth: Continued acquisition activity with strong post-close integration
The SVP will be instrumental in translating these priorities into scalable, repeatable commercial outcomes.
Role Mandate & Impact
The SVP will be accountable for:
Establishing a best-in-class national accounts strategy, delivering consistent value to customers operating across multiple regions
Significantly improving sales force effectiveness, standardizing tools, processes, and performance management
Enhancing pricing effectiveness through data-driven and value-based methodologies
Identifying and supporting new growth opportunities, including M&A and operational improvement initiatives
Success in the role will be measured by sustained organic growth, improved win rates and pricing realization, increased cross-sell penetration, and a more disciplined, scalable commercial organization.
Key Responsibilities
National Accounts Leadership
Own strategy and execution for enterprise and multi-region customers
Serve as senior commercial sponsor for key accounts, ensuring regulatory consistency, service quality, and margin performance
Design integrated, multi-site waste and environmental service solutions that reduce risk and optimize cost for customers
Sales Force Effectiveness
Build and deploy a standardized commercial “growth toolkit” across North America
Act as executive sponsor for CRM deployment and adoption
Partner with Marketing to ensure strong commercial storytelling and sales enablement
Establish KPIs, benchmarking, and best-practice sharing across regions
Pricing & Value Capture
Partner with Strategy and Operations to improve pricing discipline
Implement value-based pricing frameworks and supporting analytics
Develop market intelligence capabilities to inform pricing and commercial decisions
Enterprise Growth & Advisory
Support the CEO and Corporate Development in evaluating acquisition and partnership opportunities
Advise Operations leadership on margin expansion and internalization initiatives
Serve as a trusted advisor to regional leadership teams on commercial strategy and execution
Ideal Candidate Profile
Experience & Background
15+ years of progressive leadership experience in B2B commercial, sales, or business development roles
Demonstrated success leading large, geographically dispersed sales organizations
Proven ability to improve sales effectiveness in complex, asset-intensive, multi-site businesses
Experience in environmental services, waste management, or related industrial services strongly preferred
Capabilities & Style
Strategic thinker with a strong bias for execution
Highly analytical, comfortable using data to drive pricing and performance decisions
Credible executive presence with the ability to influence without direct authority
Collaborative leadership style; effective cross-functional partner
Comfortable operating in high-growth, change-oriented environments
Why This Role
Executive Committee visibility and direct CEO access
Opportunity to shape the commercial engine of a market-leading platform
Meaningful influence on enterprise growth strategy and M&A
Long-term upside aligned with business performance
If you are a strong match on paper for this role, you might be the right fit. Feel free to apply online today!