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Republic Services · 3 days ago

Area Director, Municipal Sales

San Pablo, CA

Full-time

Hybrid

Director/Executive

$200K/yr - $276K/yr

Republic Services, Inc. is a leader in the environmental services industry, and they are seeking an Area Director, Municipal Sales to oversee their complex Municipal portfolio. The role involves providing strategic guidance, supporting sales goals, and developing relationships within the municipal market to enhance customer retention and sales performance.

Information TechnologyRecyclingRenewable EnergySustainabilityWaste Management

Responsibilities

Supports the Vice President, Municipal Sales, Area Presidents and General Managers and is responsible for the preparation and implementation of Area Municipal Sales plans including:

Measuring current market share, identifying the target market and creating strategies to increase market share

Assessing the external environment including municipalities, competitors and legislation

Coaching and developing the Manager, Municipal Sales, which includes hiring, training, performance management and other related issues

Identifying the targeted privatization opportunities while creating strategies to convert prospects into customers

Nurturing and expanding relationships with the top 10 accounts in their respective Area

Works closely with Area and Corporate leadership to determine strategic objectives for the Area in relation to the municipal market vertical to include customer retention, customer prospecting and price increase strategies

Responsible for assisting their Manager, Municipal Sales in the RFP and Proposal Development process to include mentoring on preparing, assembling, packaging and delivering high quality proposals

Participates as needed in contract negotiations for all new and re-bid sales for the Area. Regularly holds Blue Sheet sessions to effectively manage new sales opportunities and re-bid targets

Develops and maintains positive community relations/brand image through involvement in civic and trade organizations, elected officials and other key contacts

Responsible for new sales and retention, analyzing trends and providing effective feedback to Area President and the VP Municipal Sales in order to maintain or improve sales performance. Reviews sales activity funnel on an on-going basis with VP Municipal Sales

Responsible for ensuring their Manager, Municipal Sales is populating and maintaining the Contact Relationship Management System (Salesforce) on an on-going basis. Reviews Salesforce compliance and data accuracy with their direct reports to insure the system data is up to date. Uses reports derived from Salesforce to provide coaching and input to the Manager, Municipal Sales

Effectively communicates Company objectives, goals, plans and relates concerns on legislation and maintains relationships with government officials. Participates in local National Waste and Recycling Association (NWRA) and Solid Waste Association of North America (SWANA) organizations on a regular basis in their assigned territory, as well as the League of Cities Associations in their markets

Creates and maintains effective reporting systems and communication to and with senior management. Safeguards confidential information

May seek out and coordinate development of new solid waste infrastructure projects and manages projects through the development cycle and conclusion, working in coordination with Business Development

Performs other job-related duties as assigned or apparent

This position may require travel by air, car and/or other modes of transportation up to 80% of the time

Qualification

Municipal sales experienceGovernment relations experienceSales strategy knowledgeMarket research skillsCustomer retention strategiesCoaching skillsProposal developmentCommunication skillsTeam leadershipNegotiation skills

Required

Waste, transportation or service industry experience

Municipal and/or government sales and marketing or government relation's experience

Knowledge of all facets of sales strategy and implementation including market research, customer prospecting, sales promotion and customer retention strategies

Strong knowledge on the workings of government including the legislative process, procurement regulations and bidding procedures

Completion of municipal sales training programs