Area Retention MGR

Republic Services•Nashville, TN

10d

About The Position

The Area Retention Manager leads strategic initiatives across retention teams throughout the assigned area. The role plans, organizes, directs, and coordinates inside-sales activities across the organization to execute sales strategies effectively. Success depends on leading by example and leading, coaching, and developing people, as well as multiplying individual impact through a broader sales leadership team. The manager develops and oversees business strategies and sales and marketing plans aligned with the operating plan, improves long-term sales functionality, and establishes standard operating procedures for managers and employees. The role is accountable for sales goals and metrics, reviews sales activity and customer-retention performance with area leadership, and supports area leaders in hiring, training, coaching, and performance management. It also contributes to pricing strategy, tracks market and competitive trends, maintains knowledge of company services and pricing, and reviews complex Customer Service Agreements.

Requirements

At least 8 years of progressive experience in sales management, including managing other sales personnel and developing comprehensive sales strategies, business plans, and sales plans.
Valid driver’s license.
Prior waste industry or service industry experience.
Professional presentation, confidence, assertiveness, and high self-esteem.
Good time-management skills and the ability to complete responsibilities efficiently.
Effective communication skills with all levels of management, internally and externally.
Strong active-listening skills.
Ability to grasp concepts quickly, follow through, adhere to a work schedule, address challenges, and maintain a positive outlook.
Ability to identify information needed to clarify situations, seek appropriate sources, solve problems logically and sequentially, and anticipate the implications of actions.
Good written and verbal presentation skills.
Self-motivation, pride in work, a strong work ethic, goal orientation, competitiveness, drive to win, and willingness to take appropriate risks.
Trustworthiness and ability to maintain confidentiality.
High energy, friendliness, engagement, and excellent persuasion skills.
Service orientation and an active interest in helping people.
Ability to foster teamwork and enlist the support and participation of others.
Ability to innovate and support organizational change to enhance effectiveness.
Accountability for personal performance and ability to set clear expectations for team performance.

Responsibilities

Develop and oversee comprehensive business strategies and sales and marketing plans that complement the operating plan for retention teams across the Field Sales organization.
Initiate and improve long-term sales functionality for the inside field sales team across the country.
Develop and sustain standard operating procedures for managers and their employees.
Maintain accountability for sales goal achievement, including key metrics and/or budget achievement.
Meet with Area leadership to review the sales activity funnel in the CRM tool, customer retention and relationship activities, sales performance against goals, production, and training needs.
Manage and support area-level leaders in hiring, training, coaching, and performance management.
Participate with Area leadership in developing and implementing pricing strategies to meet company objectives.
Monitor market behavior and competitive trends to anticipate changing customer needs and proactively manage the customer base.
Maintain thorough knowledge of the Company’s services, lines of business, and pricing structures to assist sales management when needed.
Review particularly complex Customer Service Agreements for terms and conditions, pricing, and accuracy.
Perform other job-related duties as assigned or apparent.