National Account Manager - Scrap Metal & Recycling

As a National Account Manager, you will own and manage large National Accounts across Canada, the United States and Mexico. You will sell vertically integrated metal recycling services - scrap collection, processing, in-house transportation, and consignment yard management - to industrial companies that generate scrap metal. The primary decision-makers you will call on are purchasing departments, VP- and Director-level senior leadership, and C-suite executives or owners at manufacturing and industrial firms. In Year 1, the focus is almost entirely on account management. Your customers are industrial companies generating scrap metal - primarily mid-to-large businesses spanning Canada, the United States, and Mexico. The base salary range is $120,000-$150,000 CAD, plus a discretionary annual bonus.
COMPENSATION & BENEFITS
Base salary: $120,000-$150,000 CAD with a discretionary annual bonus
Monthly car allowance
Gas card
Full travel expense coverage
Health benefits
RSP matching
Cell phone
Laptop
Expense account
Further education reimbursement
Employee recognition, gifts, and rewards program
Company social events
THE COMPANY & CULTUREOur client has been in business approximately 90 years and is a family-owned, privately held metal recycler - the largest privately held company in its industry. They employ approximately 3,000 people across more than 136 locations in North America, with approximately 500 people at the Hamilton operation where this role is based. Revenue is growing 25% to 50% per year, and the US footprint is expanding, with recent or pending activity in Buffalo, Ohio, Maine, Phoenix, and Los Angeles.
The business is fully vertically integrated across four divisions - ferrous, non-ferrous, retail, and transportation - and runs an in-house trucking fleet significantly larger than those of its competitors. This allows the company to control material from collection through processing and final shipment. Approximately 80% of the material handled crosses the Canada-US border. Freight is the single largest cost in the business, so yard and transload locations are chosen deliberately to sit close to concentrated customer and mill activity.
The stated culture pillars are Passion & Excellence, Teamwork & Collaboration, Agility & Innovation, and Community Engagement. Leadership is data-driven and hands-on, and long-tenured senior people are accessible for day-to-day questions. Commodity markets move, so priorities can shift quickly - candidates should be comfortable in a fast-moving environment.
OFFICE LOCATION & SALES TERRITORY
Head office: Hamilton, ON
Work arrangement: Office-based when not travelling;
ideally in the Hamiltonoffice when in Ontario. This role is not a remote or work-from-home role - extensive travel is the core demand of the position.
Sales territory: National - Canada, United States, and Mexico. Approximately 50-75 large national accounts at hire. The majority of travel is within the United States (US first, Canada second, Mexico third).
Client visit expectations: Face-to-face client visits are central to this role. You will be on the road approximately half of every month.
Working hours: Monday-Friday, 44 hours per week, with flexibility required in the evenings and on weekends as client demands dictate.
Overnight travel: Extensive - approximately 75-100 nights per year. Roughly half of each month is spent on the road.
EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS
You have 5-15 years of B2B sales experience;
candidates across that full range will be considered
You are a proven road warrior - you have travelled extensively for business in a previous role and are genuinely comfortable with approximately 75-100 nights away from home per year
You have an industrial sales background - you have called on purchasing departments, VP and Director-level leaders, and C-suite executives or owners at manufacturing, industrial, or commodity-based companies
Scrap metal or metal recycling industry experience is a nice-to-have, not a requirement;
the company will train the right candidate on the business
You have some prior account management or key account experience - managing a book of business, multi-stakeholder relationships, and complex industrial accounts
Player-coach or managerial experience is a plus, given the expectation to hire and develop a direct report as the role matures into Year 2 and beyond
Post-secondary education or equivalent professional experience;
a university degree is preferred
Valid driver's licence and access to a personal vehicle are required
English required;
bilingualism is not required
You are based in Hamilton, ON or the Greater Toronto Area, and are willing and able to travel approximately half of each month
TECHNICAL SKILLS
Salesforce CRM: Basic to Intermediate (proficiency preferred;
willingness to learn isacceptable)
Microsoft Excel: Intermediate
Microsoft PowerPoint: Basic
Microsoft Word: Basic
Google Drive: Basic
THE PRODUCT / SERVICE / SOLUTION
Scrap metal collection: pickup and removal of scrap metal from industrial client sites
Scrap metal processing: on-site processing and sorting of collected materials
In-house transportation: proprietary fleet used to move scrap from client sites to processing facilities - significantly larger than competitor fleets
Consignment yard management: management of client-side scrap yards on a consignment basis
Downstream solutions: vertically integrated processing and recycling of collected scrap, handled entirely within the company's own operations
PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)
Customer types: Industrial companies that generate scrap metal as a byproduct of their operations
Industry verticals: Manufacturing, industrial production, commodity-based industries
Company size: SMB (20-99 employees) and large businesses (100-999 employees)
Geographic location of customers: Canada, United States, and Mexico - with the majority of the national account portfolio concentrated in the United States
Decision-maker titles: Controller/Accounting, Purchasing Department, Executive Leadership/Owner (C-Suite)
SALES CYCLE / ORDER VALUE / ACCOUNT SIZE
Average sales cycle length: 3-12 months, depending on account size (cycles of 3-6 months, 6-9 months, and 9-12 months are all present in the portfolio)
Typical calls or visits to first order: 4-6 calls or visits after initial interest is established
Number of decision-makers involved: Typically 3 people are involved in the purchasing decision - purchasing department, VP or Director-level leader, and C-suite executive or owner
Account portfolio at hire: approximately 50-75 large national accounts across Canada, USA, and Mexico
COMPETITIVE ADVANTAGES
Largest privately held company in the metal recycling industry - scale and financial stability that smaller competitors cannot match
Vertically integrated model: our client handles scrap collection, processing, transportation and downstream solutions entirely in-house;
clients deal with one provider from pickup through final processing, eliminating coordination across multiple vendors
Significantly larger proprietary transportation fleet than any competitor - faster, more reliable service and greater capacity at scale
Established national account portfolio of approximately 50-75 large accounts handed directly to the incoming hire - you are not starting from zero
Clear career path: the role is designed to evolve into a player-coach capacity with a direct report in Year 2+, with a stated path toward national accounts team leadership
Approximately 90 years in business with 25-50% annual revenue growth - the stability of an established company with the momentum of a scale-up
TYPICAL DAY & DUTIESYear 1 time split:
Account management and relationship ownership: 85-90%
Opportunistic new business development: 10-15%
Day-to-day activities:
Conduct face-to-face visits with national account clients across Canada, the United States, and Mexico - approximately half of every month is spent on the road
Serve as the primary relationship owner for the national account portfolio;
manage escalations, attend site visits, and coordinate with internal operations and transportation teams to deliver on client commitments
During the first 2-3 months, complete immersive yard training to learn the scrap business from the ground up, then shadow the VP of Sales directly on all client travel and introductions
Collaborate with inside sales representatives to ensure account continuity and fast response when you are travelling
Identify and pursue growth opportunities within the existing national account base - expanding revenue and scope over time
Maintain accurate records of all sales activity, account notes, and pipeline in Salesforce CRM
As the role matures, begin recruiting and onboarding a national accounts sales representative to work under you, transitioning toward a player-coach model
LEADS
In Year 1, leads come almost entirely from the existing national account portfolio - approximately 50-75 large national accounts handed over;
you are inheriting an established book of business, not building one from scratch
Opportunistic new business development (10-15% of Year 1 activity) is self-directed;
no company-supplied prospect lists are provided for new business
In Year 2 and beyond, as you gain independence and the role expands, self-generated new business development is expected to grow to approximately 25-35% of your activity
OVERNIGHT TRAVEL
Extensive - approximately 75-100 nights per year. You will be on the road roughly half of every month. The majority of travel is within the United States, with regular travel across Canada and occasional travel to Mexico. Full travel expenses are covered.
SUPPORT & TRAININGTraining runs approximately 6 months to 1 year in total.
The first 2-3 months are spent in immersive yard training - learning the scrap business from the ground up, including pricing mechanics, RFP and RFQ processes, and the company's operational capabilities.
After that, you shadow the VP of Sales directly on all travel. Active client-facing activity begins within the first month or two.
Salesforce CRM training is provided as part of onboarding.
WHY YOU SHOULD APPLY
You inherit an established national account portfolio of approximately 50-75 large accounts across Canada, the United States, and Mexico on day one
The VP of Sales personally travels with you during onboarding and makes every client introduction - you are not dropped into a territory and left to figure it out alone
The role is designed to grow: in Year 2 and beyond, you are expected to hire and develop a direct report, creating a clear path toward national accounts team leadership
The company is the largest privately held operator in the metal recycling industry, growing at 25-50% annually - the stability of a business with the momentum of a scale-up
Equal Opportunity EmployerJust Sales Jobs and our clients are equal opportunity employers. We do not discriminate. All candidates are evaluated solely on performance merit and organizational fit.
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