Area Sr Manager Municipal Sales

Republic Services

About The Position

POSITION SUMMARY: The Area Sr Manager, Municipal Sales provides leadership, strategic guidance, support and expertise to Area Presidents and General Managers, and directly supervises Managers, Municipal Sales in each Division on a daily basis in the design and implementation of sales strategy for new and re-bid municipal hauling and homeowner association sales opportunities to insure growth, retention, and quality of revenue in the Area. The Area Sr Manager, Municipal Sales assists in setting goals and targeted accounts for each Manager, Municipal Sales and measures success against those goals on a regular basis. The Area Sr Manager, Municipal Sales provides coaching to the Manager, Municipal Sales on an on-going basis and reviews performance with the VP or Director, Municipal Services on regular intervals.The Area Sr Manager, Municipal Sales is also responsible for coordinating with the Government Affairs team regarding government relations and municipal sales-related activities within the Area to improve and maintain relationships, as well as organization consistency and comprehensiveness of related policies, programs and systems. The Area Sr Manager, Municipal Sales develops and achieves high standards through improved training, communication and a cooperative effort. In addition, The Area Sr Manager, Municipal Sales leads the sales effort for targeted large scale municipal services privatization and outsourcing opportunities in conjunction with the Director, Public Private Partnerships. The Area Sr Manager, Municipal Sales is also responsible for the implementation of sales strategies for targeted new privatization or outsourced municipal infrastructure sales opportunities. PRINCIPAL RESPONSIBILITIES: Supports Area Presidents and General Managers and is responsible for the preparation and implementation of Area municipal marketing and 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 Division Municipal Services Manager, which includes hiring, training, performance management and other related issues. Directly responsible for identifying the targeted privatization opportunities while creating strategies to convert prospects into customers. Nurturing and expanding relationships with the top 10 accounts in the respective Areas of responsibility. Works closely with Area and Corporate leadership to determine strategic objectives for the Area in relation to the municipal and homeowner association markets to include customer retention, customer prospecting and price increase strategies. Responsible for assisting in the RFP and Proposal Development to include preparing, assembling, packaging and delivering all 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/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 or Director Municipal Sales in order to maintain or improve sales performance. Reviews sales activity funnel on an on-going basis with VP or Director Municipal Sales. Responsible for 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. Completes and submits monthly Municipal Scorecard information on wins/losses/retention/extension activity. Effectively communicates company objectives, goals, plans, and relates concerns on legislation and maintains relationships with government officials. Participates in local National Solid Wastes Management Association (NSWMA) and Solid Waste Association of North America (SWANA) organizations on a regular basis in their assigned territory. 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.

Requirements

Waste, transportation or service industry experience.
Municipal and/or government sales and marketing or government relations 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.
Excellent written and oral communication skills.
Effective interpersonal communication across various levels of the organization and with external customers and vendors.
Strong analytical skills and a focus on adding value to company.
Ability to effectively manage multiple tasks.
Ability to train and mentor new sales talent.
Completion of municipal sales training programs.
High school diploma or G.E.D.
Minimum of 7 years of long-term cycle sales and/or sales management experience.

Responsibilities

Supports Area Presidents and General Managers and is responsible for the preparation and implementation of Area municipal marketing and 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 Division Municipal Services Manager, which includes hiring, training, performance management and other related issues.
Directly responsible for identifying the targeted privatization opportunities while creating strategies to convert prospects into customers.
Nurturing and expanding relationships with the top 10 accounts in the respective Areas of responsibility.
Works closely with Area and Corporate leadership to determine strategic objectives for the Area in relation to the municipal and homeowner association markets to include customer retention, customer prospecting and price increase strategies.
Responsible for assisting in the RFP and Proposal Development to include preparing, assembling, packaging and delivering all 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/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 or Director Municipal Sales in order to maintain or improve sales performance.
Reviews sales activity funnel on an on-going basis with VP or Director Municipal Sales.
Responsible for 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.
Completes and submits monthly Municipal Scorecard information on wins/losses/retention/extension activity.
Effectively communicates company objectives, goals, plans, and relates concerns on legislation and maintains relationships with government officials.
Participates in local National Solid Wastes Management Association (NSWMA) and Solid Waste Association of North America (SWANA) organizations on a regular basis in their assigned territory.
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.