Area Sales Manager | B2B Sales Leadership & Revenue Growth

Capital Waste Services•St. Johns, FL

About The Position

Capital Waste Services is seeking an experienced, results-driven Area Sales Manager to lead sales professionals and drive profitable commercial and industrial revenue growth across an assigned market. The role develops and executes strategies to win new business, retain customers, strengthen the sales pipeline, and expand the company’s market presence. It provides hands-on leadership through coaching, training, mentoring, field activity, and accountability for sales performance. The Area Sales Manager also supports significant commercial, industrial, government, and municipal opportunities by developing proposals and bid packages, managing key customer relationships, and partnering with operational leadership to align customer expectations with service capabilities. The position works with sales data and tools to monitor performance, improve results, and maintain accurate reporting. It offers the opportunity to influence market growth, customer retention, sales execution, and the continued development of the sales organization.

Requirements

High school diploma, GED, or equivalent.
At least 3 years of related sales experience, including experience leading or coaching sales employees.
Demonstrated ability to lead, coach, and develop sales professionals.
Strong knowledge of sales strategy, prospecting, pipeline management, negotiation, closing, and customer retention.
Excellent communication, presentation, relationship-building, and problem-solving skills.
Ability to interpret sales performance information and use it to drive results.
Proficiency with CRM systems, sales tools, and Microsoft Office.
Ability to travel throughout assigned and expansion markets as needed.

Nice To Haves

Associate degree in Business Administration, Sales, Marketing, or a related field.
2 or more years of experience in solid waste, environmental services, or another service-related industry.
Experience managing commercial, industrial, government, or municipal sales opportunities.

Responsibilities

Lead, coach, train, and mentor sales representatives in prospecting, pipeline management, retention, and closing.
Set clear expectations and hold the sales team accountable for activity, pipeline, retention, and new-revenue goals.
Conduct field coaching, customer meetings, and joint prospecting with sales representatives.
Participate in interviewing and selecting candidates for open sales positions, and support ongoing sales talent development.
Develop and execute strategies for profitable growth in commercial and industrial sales channels.
Identify and pursue opportunities to expand the company’s presence in assigned and developing markets.
Monitor sales activity, pipeline development, customer retention, and new-revenue performance.
Guide the team in identifying prospects, advancing opportunities, and closing profitable business.
Support consistent execution of company pricing and service strategies.
Develop and maintain relationships with key commercial, industrial, government, and municipal customers.
Serve as a primary sales contact for major government and municipal opportunities.
Assist with resolving complex prospective and existing customer issues.
Provide guidance on customer needs, pricing, competition, equipment, service capabilities, and market conditions.
Assist with developing pro formas, proposals, and bid packages for significant opportunities.
Ensure appropriate use of CRM, pricing, proposal, and other sales tools across the team.
Use sales and performance data to monitor activity and improve results; maintain accurate and timely sales information and reporting.
Partner with Operations and internal teams to align customer expectations with service capabilities.
Communicate customer needs, competitive activity, and market conditions to leadership.
Help maintain high standards of professionalism and customer service within the sales organization.