Area Director, Municipal Sales

HMOND SANITARY SERVICE, INC.

About The Position

POSITION SUMMARY: The Area Director, Municipal Sales is a unique position that oversees the largest and most complex Municipal portfolio(s) in the company. The Area Director, Municipal Sales provides expert level leadership, strategic guidance, support and expertise to the Vice President, Municipal Sales, Area Presidents and General Managers. The Area Director, Municipal Sales assists in setting goals and identifying targeted accounts for each Manager, Municipal Sales and measures success against those goals. The Area Director, Municipal Sales works closely with Government Affairs to plan and execute legislative strategy, as well as work with lobbyists and consultants on state or federal government strategy that benefits or protects the company. The Area Director, Municipal Sales provides coaching to the Manager, Municipal Sales on an on-going basis and reviews performance with the VP, Municipal Sales on regular intervals.

Requirements

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

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.