Area Retention MGR

Republic Services•Nashville, TN

About The Position

The Area Retention Manager leads strategic initiatives for retention teams across assigned areas and coordinates the inside sales function across the organization to execute sales strategies. The role relies on expert planning, organization, direction, and coordination, as well as the ability to lead, coach, and develop people. Success includes multiplying the manager’s impact through a broader sales leadership team. The manager develops and oversees business strategies and sales and marketing plans aligned with the retention teams’ operating plan, improves long-term sales functionality, and establishes standard operating procedures. The role is accountable for sales goals, key metrics, and budgets; reviews sales activity, customer retention, performance, and training needs with area leadership; and supports area leaders with hiring, training, coaching, and performance management. The manager also participates in pricing strategy, monitors market and competitive trends, maintains knowledge of company services and pricing, and reviews complex Customer Service Agreements. This position requires at least eight years of progressive sales management experience, including management of sales personnel and development of comprehensive sales strategies and plans, as well as a valid driver’s license. Prior waste industry or service industry experience is also listed as a qualification.

Requirements

At least 8 years of progressive experience in a sales management role.
Experience managing other sales personnel.
Experience developing comprehensive sales strategies, business plans, and sales plans.
Valid driver’s license.
Professional presentation; confidence, assertiveness, and high self-esteem.
Good time management skills and ability to complete assigned responsibilities efficiently.
Good communication skills, including the ability to communicate effectively with all levels of management, internally and externally.
Strong active listening skills.
Ability to grasp concepts quickly and follow through, adhere to a work schedule, address challenges, and maintain a positive outlook.
Ability to identify information needed to clarify a situation, seek information from appropriate sources, solve problems logically and sequentially, and anticipate implications of actions.
Good written and verbal presentation skills.
Self-motivation, pride in work, strong work ethic, goal orientation, competitiveness, drive to win, and willingness to take appropriate risks.
Trustworthiness and ability to maintain confidentiality.
High energy, friendliness, engaging manner, 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 improve organizational effectiveness.
Accountability for personal performance and ability to set clear expectations for team performance.

Nice To Haves

Prior waste industry or service industry experience.

Responsibilities

Develop and oversee comprehensive business strategies and sales and marketing plans that complement the operating plan for retention teams across Field Sales.
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, key metrics, and 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 strategy 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 company services, lines of business, and pricing structures to support sales management in specific selling circumstances.
Review particularly complex Customer Service Agreements for terms and conditions, pricing, and accuracy.
Perform other job-related duties as assigned or apparent.