Manager, Commercial Origination (Waste/Recycling Sales)

Kimmel Associates; San Diego (CA); On-site; USD 175,000 - 220,000; Full time

Benefits offered by this job

LTIP

Base salary + bonus

Comprehensive benefits

Job summary

Kimmel Associates is partnering with a global leader in AI-powered waste‑sortation solutions to recruit a Manager, Commercial Origination in the US West region. You will identify and close strategic opportunities with municipalities and waste‑related stakeholders, leveraging industry relationships and market knowledge to drive long-term commercial growth.

The role requires deep knowledge of regional waste flows and economics, with responsibilities spanning prospecting, negotiations, and complex

Qualifications

• 10+ years of experience in commercial, business development, sales, or hybrid commercial/operational roles within the municipal solid waste, recycling, environmental services, or related infrastructure sectors.
• Experience working directly with municipalities and public-sector stakeholders.
• Proven track record selling technology, equipment, infrastructure, or complex solutions requiring extended sales cycles.

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 identify strategic opportunities.
• Lead the commercial process from prospecting through negotiation, contracting, and deal execution.
• Collaborate with operations, engineering, and executive leadership teams to evaluate project feasibility and customer solutions.
• Educate customers on the benefits of AI-enabled sortation technology and long-term infrastructure partnerships.
• Develop business cases and commercial proposals that align customer objectives with company capabilities.
• Navigate complex public-sector procurement processes and stakeholder engagement efforts.
• Support long sales-cycle opportunities involving technology integration, infrastructure development, and operational transformation initiatives.
• Represent the company at industry conferences, trade associations, and customer events.

Skills

Business development

Strategic sales

Public sector experience

Education

Bachelor’s degree

Job description

About the Company

Our client is a global leader in facility-level artificial intelligence solutions for the Municipal Solid Waste (MSW), Material Recovery Facility (MRF), and secondary sortation industries. Through advanced AI-powered infrastructure and proprietary operational capabilities, the company helps customers recover significantly more value from waste streams while reducing disposal costs and environmental impact.

The company’s innovative Sortation-as-a-Service model enables customers to access fully funded, designed, built, operated, and maintained recovery facilities through long‑term partnerships. By diverting 50–60% or more of inbound feedstock into valuable offtake streams, the organization is transforming the economics and sustainability of waste management across North America.

This is an opportunity to join a rapidly growing industry leader at the intersection of technology, infrastructure, and sustainability.

About the Position

The Manager, Commercial Origination will lead business development efforts across a designated geographic region, identifying, developing, and closing strategic opportunities with municipalities, waste haulers, recyclers, transfer stations, MRF operators, and other key stakeholders within the waste and recycling ecosystem.

This individual will serve as a market expert and trusted advisor, leveraging deep industry relationships and operational knowledge to originate new partnerships and drive long‑term commercial growth. The successful candidate will understand regional waste flows, industry economics, operational constraints, and stakeholder dynamics, enabling them to structure complex agreements that create value for customers and the company alike.

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 identify strategic opportunities.
• Lead the commercial process from prospecting through negotiation, contracting, and deal execution.
• Collaborate with operations, engineering, and executive leadership teams to evaluate project feasibility and customer solutions.
• Educate customers on the benefits of AI‑enabled sortation technology and long‑term infrastructure partnerships.
• Develop business cases and commercial proposals that align customer objectives with company capabilities.
• Navigate complex public‑sector procurement processes and stakeholder engagement efforts.
• Support long sales‑cycle opportunities involving technology integration, infrastructure development, and operational transformation initiatives.
• Represent the company at industry conferences, trade associations, and customer events.

Requirements

Experience

• 10+ years of experience in commercial, business development, sales, or hybrid commercial/operational roles within the municipal solid waste, recycling, environmental services, or related infrastructure sectors.
• Demonstrated success sourcing, developing, and closing business opportunities from initial identification through contract execution.
• Experience working directly with municipalities and public‑sector stakeholders.
• Proven track record selling technology, equipment, infrastructure, or complex solutions requiring extended sales cycles.
• Experience integrating new technologies or infrastructure into existing operational environments.

Industry Knowledge

• Comprehensive understanding of regional waste and recycling ecosystems, including waste generation, collection, transportation, processing, disposal, and recovery channels.
• Strong knowledge of industry economics, contractual structures, regulatory considerations, and operational challenges.
• Ability to assess facility operations, material flow impacts, and infrastructure integration requirements.

Relationships & Leadership

• Established network of municipal decision‑makers, waste haulers, recyclers, transfer station operators, MRF operators, and related industry stakeholders.
• Strong negotiation, relationship‑building, and stakeholder management skills.
• Ability to influence both executive and operational audiences.
• Entrepreneurial mindset with a proactive, self‑directed approach to opportunity development.

Education

• Bachelor’s degree preferred; relevant industry experience will be strongly considered in lieu of formal education requirements.

Benefits

• Base Salary: $175,000 – $220,000
• Annual Performance Bonus: 40% – 70% of base salary
• Long‑Term Incentive Plan (LTIP)

• Comprehensive benefits package
• Opportunity to participate in a rapidly growing sustainability‑focused organization
• Significant career growth potential within an innovative market leader
• Exposure to transformative technology and infrastructure projects
• Collaborative and mission‑driven culture focused on environmental impact and operational excellence