Area Sales Manager | B2B Sales Leadership & Revenue Growth

Capital Waste Services•Ridgeland, SC

About The Position

Capital Waste Services is seeking an experienced, results-driven Area Sales Manager to lead sales professionals and drive profitable revenue growth across an assigned market. The role focuses on developing new commercial and industrial business, retaining existing customers, strengthening the sales pipeline, and expanding the company’s market presence. The Area Sales Manager provides hands-on leadership through coaching, training, mentoring, field support, and accountability for sales performance. The position also supports major commercial, industrial, government, and municipal opportunities by developing proposals and bid packages, managing customer relationships, and partnering with operational leadership to deliver effective customer solutions. The role offers the opportunity to influence market growth, customer retention, sales execution, and the development of the CWS 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.
At least 2 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 activities with sales representatives.
Participate in interviewing and selecting candidates for open sales positions.
Support sales talent development and a high-performance sales culture.
Develop and execute strategies for profitable growth across commercial and industrial channels.
Identify opportunities to expand CWS'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 in developing pro formas, proposals, and bid packages for significant government, municipal, commercial, and industrial 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 other 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 across the sales organization.