Area Sr Manager Sales- MESE

Republic Services•Indianapolis, IN

About The Position

POSITION SUMMARY: The Area Sr Manager Sales Manufacturing and Environmental Services provides leadership, strategic guidance, support and expertise to the Company in order to achieve new sales and retention goals, as well as to improve the quality of revenue in the Environmental Services line of business. This role supervises and works with the Area and Division Managers and Sales Staff to implement sales strategies and drive growth and retention while measuring success against those goals on a regular basis. This role is also responsible for sales-related activities, including large scale contracts, in order to improve and maintain relationships, as well as organizational consistency and comprehensiveness of related policies, programs and systems. This role interacts with current and prospective customers and vendors in the Environmental Services markets. This role also requires active involvement in various political, government and industry associations, as well as community/civic activities. PRINCIPLE RESPONSIBILITIES: Partners with Area, Division and Corporate leadership to determine strategic objectives for the Company to include customer retention, customer prospecting, customer experience and revenue management strategies. Works with Area and Division Managers to achieve new sales and retention goals, as well as to improve the quality of revenue in the Environmental Services’ lines of business. Manages sales performance and customer interaction through a leading CRM tool. Works with Area and Division Managers to develop and implement the Environmental Services plans that meet the short- and long-term strategic goals of the Area. Secures resources to support implementation. Analyzes and customizes Environmental Services sales force structure against defined sales opportunities in the defined marketplace. Analyzes and synthesizes Environmental Services sales department goals with company-wide goals and takes proactive measures to improve sales performance. Monitors, gathers data, and analyzes the effectiveness of various customer, sales and marketing programs and initiatives and provides effective feedback to relevant departments. Provides strategic vision and oversees implementation of Environmental Services sales strategy to operational leadership and sales executives. Performs review and analysis of pre-implementation and post-implementation operating data to support the development of accurate pro forma models. Regularly reviews sales activity funnels and results in comparison to new sales and retention goals to drive the organization toward achievement of budgeted expectations. Leads the Environmental Services sales team members through the establishment and implementation of “value selling and a standardized sales process.” Partners with communications team to determine appropriate media coverage. Fosters an atmosphere conducive for professional development and career advancement. Leads the implementation of new sales programs and processes as determined by the Company. Works with the business unit teams to understand and implement key processes and identify and solve for constraints while proactively identifying customer hurdles. Oversees and participates in the RFP and Proposal Development process. Participates as needed in contract negotiations. Participates in cross functional teams as needed and coordinates and manages the development of new projects. This position may require travel by air, car and/or other modes of transportation up to 60% of the time. Perform other duties and projects as assigned

Requirements

Minimum of 8 years of progressive experience in a sales management role that includes experience managing other sales personnel and developing comprehensive sales strategies, business and sales plans. (Required.)
Experience using business and sales software (i.e. Outlook, Excel, Salesforce or other CRM tools, etc.). (Required.)
Valid driver’s license. (Required.)
Experience with a focus on sales, client relations and/or business development with proven expertise in exploration and production products and services, industrial services, and non-hazardous and hazardous waste services.
Strong proven experience managing in a matrix environmental organization across a large geographic area.

Responsibilities

Partners with Area, Division and Corporate leadership to determine strategic objectives for the Company to include customer retention, customer prospecting, customer experience and revenue management strategies.
Works with Area and Division Managers to achieve new sales and retention goals, as well as to improve the quality of revenue in the Environmental Services’ lines of business.
Manages sales performance and customer interaction through a leading CRM tool.
Works with Area and Division Managers to develop and implement the Environmental Services plans that meet the short- and long-term strategic goals of the Area.
Secures resources to support implementation.
Analyzes and customizes Environmental Services sales force structure against defined sales opportunities in the defined marketplace.
Analyzes and synthesizes Environmental Services sales department goals with company-wide goals and takes proactive measures to improve sales performance.
Monitors, gathers data, and analyzes the effectiveness of various customer, sales and marketing programs and initiatives and provides effective feedback to relevant departments.
Provides strategic vision and oversees implementation of Environmental Services sales strategy to operational leadership and sales executives.
Performs review and analysis of pre-implementation and post-implementation operating data to support the development of accurate pro forma models.
Regularly reviews sales activity funnels and results in comparison to new sales and retention goals to drive the organization toward achievement of budgeted expectations.
Leads the Environmental Services sales team members through the establishment and implementation of “value selling and a standardized sales process.”
Partners with communications team to determine appropriate media coverage.
Fosters an atmosphere conducive for professional development and career advancement.
Leads the implementation of new sales programs and processes as determined by the Company.
Works with the business unit teams to understand and implement key processes and identify and solve for constraints while proactively identifying customer hurdles.
Oversees and participates in the RFP and Proposal Development process.
Participates as needed in contract negotiations.
Participates in cross functional teams as needed and coordinates and manages the development of new projects.
This position may require travel by air, car and/or other modes of transportation up to 60% of the time.
Perform other duties and projects as assigned