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Republic Services · 1 day ago

Territory Sales Manager - ES

Greensboro, NC

Full-time

Onsite

Mid, Senior Level

3+ years exp

Republic Services, Inc. is a leader in the environmental services industry, providing a wide range of waste management solutions. The Territory Sales Manager - ES is responsible for leading the sales team, developing business strategies, and managing customer interactions to drive sales and growth in Environmental Services.

Information TechnologyRecyclingRenewable EnergySustainabilityWaste Management

Responsibilities

Develops and implements comprehensive business strategies, and sales and marketing plans that complement the overall operating plan for the business units under the Sales Manager’s responsibility

Achieves consistent results through superior performance

Directs a staff of sales and administrative personnel, including responsibility for hiring, training and performance coaching and management; complete weekly “ride-alongs” with sales personnel to provide training and coaching

Manages sales performance and customer interaction through a leading CRM tool. Regularly reviews sales activity funnels and results in comparison to new sales and retention goals to drive the organization toward achievement of budgeted expectations

Leads their assigned sales team through the establishment and implementation of “value selling and a standardized sales process.”

Fosters an atmosphere conducive for professional development and career advancement. Identifies talent gaps, creates action plans and manages development and performance

Works with the business unit teams to understand and implement key processes and identify and solve for constraints while proactively identifying customer hurdles

Develops and maintains a thorough knowledge of the Company’s available services, lines of business, pricing and structures to assist sales staff selling circumstances as the need arises

Analyzes and customizes Environmental Services’ sales force structure against defined sales opportunities in the defined marketplace

Monitors, gathers data, and analyzes the effectiveness of various customer, sales, and marketing programs and initiatives and provides effective feedback to relevant departments

Assist with new customer solicitation, bid preparation and customer retention strategies

Participates with business unit leadership to develop and implement pricing strategy to meet Company objectives

Maintains an awareness of market behavior and competitive trends in designated market to anticipate changing customer needs; proactively manages customer base

Reviews Customer Service Agreements for terms and conditions pricing, accuracy and other requirements

Performs other job duties as assigned or apparent

Qualification

Sales managementCRM toolsBusiness strategy developmentEnvironmental services experienceTeam leadershipCommunication skillsTime managementProblem-solvingTeamwork

Required

Minimum of 3 years of progressive experience in a sales role, including experience in peer leadership or supervision of other sales personnel

High School Diploma or GED

Valid driver's license

Is self-motivated; maintains a feeling of pride in work; has a strong work ethic and strives to achieve all goals; is competitive and has a strong drive to win; takes appropriate risks

Good communication skills (written and verbal); can effectively communicate to all levels of management, both internally and externally

Good time management skills to ensure assigned responsibilities are completed in an efficient manner

Has the ability to identify the information needed to clarify a situation; seeks information from appropriate sources; can tackle a problem using logical, sequential approach and can anticipate the implications of actions

Ability to foster teamwork and enlist the support and participation of others

Preferred

5 years' experience in a role that includes supervising or managing sales personnel and activities

Experience using business and sales software (i.e. Outlook, Excel, Salesforce or other CRM tools, etc.)

Experience developing comprehensive strategies

Strong proven experience managing in a matrix organization across a large geographic area

Experience with a focus on sales, client relations and/or business development with proven expertise in petro-chemical in-plant waste management, environmental services, and industrial services, including hazardous and non-hazardous waste streams