Territory Sales Manager

Republic Services is a leader in Environmental Services, partnering with customers to create a more sustainable world.

We are Sustainability in Action — our promise to be environmentally responsible and to help our customers be environmentally responsible too.

Why choose Republic?

Joining Republic isn’t just about taking on a new job, it’s about making a commitment to create a more sustainable world together. Our people provide an essential service, serving and impacting customers, neighborhoods, and communities everywhere.

As a company, we are proud of our values and encourage those who share in our aspirations to join our team:

• We protect our colleagues and communities through safe practices everywhere, every day.
• We are committed to serving our customers and communities by going above and beyond to exceed expectations.
• We take action to improve neighborhoods and communities by being environmentally responsible and creating a more sustainable world.
• We are driven to deliver results in the right way.
• We encourage a human centered culture that honors the unique potential and dignity of every person.

POSITION SUMMARY: The Territory Sales Manager - ES is responsible for planning, organizing, directing and coordinating the activities of the sales team for Environmental Services, which provides its customers with non-hazardous and hazardous waste stream management, to effectively execute sales strategies that will maximize sales volume, drive targeted profitable growth and professionally develop the sales staff.

PRINCIPLE 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.

QUALIFICATIONS:

• Minimum of 3 years of progressive experience in a sales role, including experience in peer leadership or supervision of other sales personnel. (Required.)
• High School Diploma or GED (Required)
• Valid driver’s license (Required)
• 5 years’ experience in a role that includes supervising or managing sales personnel and activities (preferred)
• 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.
• 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.
• 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.

Rewarding Compensation and Benefits

Eligible employees can elect to participate in:

• Comprehensive medical benefits coverage, dental plans and vision coverage.

• Health care and dependent care spending accounts.

• Short- and long-term disability.

• Life insurance and accidental death & dismemberment insurance.

• Employee and Family Assistance Program (EAP).

• Employee discount programs.

• Retirement plan with a generous company match.

• Employee Stock Purchase Plan (ESPP).

The statements used herein are intended to describe the general nature and level of the work being performed by an employee in this position, and are not intended to be construed as an exhaustive list of responsibilities, duties and skills required by an incumbent so classified. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the Company.

EEO STATEMENT:Republic Services is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, protected veteran status, relationship or association with a protected veteran (spouses or other family members), genetic information, or any other characteristic protected by applicable law.