Northstar Recycling

Procurement

• Lead pricing and procurement strategy across Northstar's Commodity Sales organization
• Manage and lead CMS Strategists
• Improve working capital through negotiation and optimization of outlet payment and commercial terms
• Build team capability in pricing strategy and commercial analysis
• Develop and maintain pricing strategies and guidelines across commodity lines
• Monitor commodity market indices, outlet costs, and competitive dynamics
• Partner with Sales and Client Services on pricing models and guardrails for proposals, renewals, and contract structures
• Align client contract terms with outlet, vendor, and supplier agreements
• Review proposals, renewals, and amendments to confirm outlet terms support client commitments
• Develop flow-down language and outlet contract templates
• Identify and renegotiate misaligned outlet agreements
• Reflect client-facing performance obligations and financial exposure in supplier accountability
• Identify gross profit growth opportunities with Sales and Client Services
• Review deal economics and contract terms to protect and improve margin
• Establish and report shared gross profit metrics
• Manage relationships with outlets, suppliers, processors, recyclers, and external partners
• Lead strategic sourcing and category management, including outlet selection, RFPs, supplier negotiations, and spend consolidation
• Develop procurement best practices for services and equipment
• Strengthen procurement processes, spend analysis, sourcing strategy, and contract management
• Partner with IT on procurement reporting and tools
• Implement procurement and pricing analytics and monthly reporting
• Develop team training in strategic sourcing, negotiation, pricing strategy, and outlet management
• Evaluate outlet relationships and improve commercial terms, quality, and reliability

Director of Pricing, Procurement Strategy

Administration

• Own and coordinate Northstar’s full contract lifecycle from deal initiation through final execution
• Serve as process owner for contracting workflow, including intake requirements, approval paths, document controls, stage definitions, escalation protocols, and turnaround times
• Establish and enforce consistent contracting processes across departments
• Coordinate with Sales, Client Services, leadership, and legal to move contracts through review, redlining, approval, and signature tracking
• Manage intake and tracking of MSAs, commercial amendments, Statements of Work, NDAs, and vendor agreements
• Route contracts for internal review and approval while maintaining ownership and timelines
• Coordinate signature collection and final agreement handoff to Client Services
• Track and enforce consistency of commercial terms and escalate proposed deviations
• Maintain a centralized contract repository with status, expiration dates, and ownership
• Join external calls, capture notes, document revisions and redlines, and record next steps
• Perform final administrative and commercial-completeness checks before signature
• Identify and reconcile factual or administrative discrepancies and escalate substantive legal or commercial issues
• Cross-reference client commitments against vendor agreements and escalate gaps or misalignments
• Translate executed agreements into summaries of commitments, requirements, reporting obligations, key dates, renewals, terminations, and accountable owners
• Conduct structured handoffs and assign material obligations to responsible teams
• Maintain a contract calendar and notify leaders about renewals, expirations, notice deadlines, pricing adjustments, and other obligations
• Track material contractual obligations through completion or documented acceptance
• Report on contracting trends, redlines, turnaround times, bottlenecks, and recurring issues
• Provide leadership updates on contract pipeline status, outstanding items, and agreement visibility
• Relay final terms, requirements, and KPIs to appropriate functional areas for compliance

Commercial Contracts Administrator

Sales Development Rep

• Convert market intelligence, targeted prospect research, marketing-generated demand, and business signals into qualified leads
• Protect seller capacity and maintain pipeline momentum through disciplined lead qualification
• Contact MQLs within the agreed SLA window and prioritize inbound activity from campaigns, events, webinars, website submissions, and other sources
• Execute persistent, multi-touch outreach via phone, email, LinkedIn, and other prospecting channels
• Mine e-Manifest data, structured datasets, public information, and internal market intelligence to identify high-value facilities and new-logo opportunities
• Develop fact-based hypotheses about waste streams, management approaches, pain points, and potential Northstar/WTS value
• Identify relevant EHS&S, operations, supply chain, and plant management stakeholders
• Build and maintain target lists documenting account, site, contact, lead hypothesis, source data, and next action
• Use automation, data-enrichment tools, spreadsheets, public records, web research, and approved AI tools to scale prospecting
• Craft personalized, site-specific outreach based on prospect behavior, company intelligence, facility information, and market signals
• Conduct focused discovery conversations to assess fit, intent, timing, company size, waste management approach, decision structure, regulatory environment, and operational need
• Quickly disqualify non-fit leads and document actionable reasons in CRM
• Prepare complete SQL and warm-lead handoffs with company, contact, opportunity, need, timeline, budget, regulatory, engagement, and discovery context
• Route qualified leads to the appropriate seller and establish clear next steps
• Track SQL acceptance and seller feedback; close the loop on lead progression and disqualification
• Maintain accurate HubSpot/CRM records, workflows, sequences, dispositions, and reports
• Report on MQL volume, conversion rates, MQL-to-SQL timing, SQL handoffs, disqualification reasons, new-logo opportunities, meetings, and attributable pipeline
• Identify performance patterns and continuously improve targeting, messaging, market intelligence, and outreach playbooks
• Support Northstar Recycling or WTS depending on business alignment

Director of Pricing, Procurement Strategy

Commercial Contracts Administrator

Sales Development Representative