Director Go-to-Market, Environmental Solutions

Republic Services•Phoenix, AZ

3d•Hybrid

About The Position

POSITION SUMMARY: As an environmental service leader, an important part of our strategy is to drive profitable growth in the $31+B US and Canadian Environmental Solutions market, including treatment and disposal, field and industrial services, emergency response, and exploration and production services. The Director of Go-to-Market is a strategic leader responsible for product ownership of all Environmental Solutions products and services. They will develop and execute comprehensive plans to bring product/services to market effectively. Collaborating closely with cross-functional teams such as sales, operations, business development, enterprise analytics, revenue management and finance leaders, they will oversee market analysis, customer segmentation, pricing strategies, and go-to-market tactics. PRINCIPAL RESPONSIBILITIES: Develop comprehensive go-to-market plans for all ES products and services, considering factors such as target audience, competitive landscape, distribution channels, promotional tactics, plan timeline, marketing, value proposition, training, and pricing to facilitate profitable growth and expansion of market share. Guide and direct market research and analysis to identify customer needs, market trends, and opportunities for differentiation. Lead and manage the Go-to-Market Team, providing guidance, mentorship, and support to drive excellence and achieve goals. Develop and document current products and service offerings to create a master database. Conduct comprehensive capabilities assessments to evaluate the strengths of current products, identifying areas for enhancement and innovation that align with business objectives and target markets. Implement robust financial analysis to accurately assess the true profitability of current products and services, enabling informed action plans to maximize results. Prioritize continued growth for existing products and services (both organic and acquired). Identify and evaluate opportunities for new products and services (both organic and acquired). Oversee product launches by leading and planning the messaging, positioning, pricing, and promotional activities. Gather feedback from customers, sales teams, and other stakeholders to continuously improve products, messaging, and go-to-market approaches. Define target customer segments and develop tailored value propositions and messaging to effectively communicate our offerings. Collaborate with sales on sales motion, resources, and targeted customer leads. Provides sales team with the tools, training, and collateral needed to effectively communicate product value propositions and overcome customer objections during sale process. Identify potential risks and develop proactive mitigation plans to safeguard against adverse impacts. Establish metrics to track the success of go-to-market initiatives and regularly evaluate performance to optimize strategies and positively impact P&L Budget effectively, allocating resources to initiatives and services that will have the greatest impact. Performs other job-related duties as assigned or apparent.

Requirements

Understanding of Environmental Solutions market to drive successful product/service launches and achieve revenue goals.
Prior experience leading and directing cross-functional teams, using influence instead of authority to support team decision-making processes, and fostering an environment of healthy team debate and collaboration.
Strong understanding of pricing, marketing principles, market analysis techniques, customer segmentation strategies.
Excellent analytical skills, with the ability to interpret market data, identify trends, make data driven recommendations and evaluate P&L impact.
Strategic thinking and results-driven mindset, with a track record of driving revenue growth and expanding market share.
Experience in sales enablement and working closely with sales teams to drive revenue growth.
Excellent communication skills and presentation skills, with ability to articulate complex concepts clearly and influence stakeholders at all levels of the organization.
Demonstrated leadership experience with the ability to effectively lead and collaborate with cross-functional teams to achieve common goals.
Strong project management skills with the ability to prioritize tasks, manage multiple projects and meet deadlines in a fast-paced environment.
10+ years of relevant experience in product marking, product management, or related roles, with a track record of successfully launching and driving adoption of products or services in the market.

Responsibilities

Develop comprehensive go-to-market plans for all ES products and services, considering factors such as target audience, competitive landscape, distribution channels, promotional tactics, plan timeline, marketing, value proposition, training, and pricing to facilitate profitable growth and expansion of market share.
Guide and direct market research and analysis to identify customer needs, market trends, and opportunities for differentiation.
Lead and manage the Go-to-Market Team, providing guidance, mentorship, and support to drive excellence and achieve goals.
Develop and document current products and service offerings to create a master database.
Conduct comprehensive capabilities assessments to evaluate the strengths of current products, identifying areas for enhancement and innovation that align with business objectives and target markets.
Implement robust financial analysis to accurately assess the true profitability of current products and services, enabling informed action plans to maximize results.
Prioritize continued growth for existing products and services (both organic and acquired).
Identify and evaluate opportunities for new products and services (both organic and acquired).
Oversee product launches by leading and planning the messaging, positioning, pricing, and promotional activities.
Gather feedback from customers, sales teams, and other stakeholders to continuously improve products, messaging, and go-to-market approaches.
Define target customer segments and develop tailored value propositions and messaging to effectively communicate our offerings.
Collaborate with sales on sales motion, resources, and targeted customer leads.
Provides sales team with the tools, training, and collateral needed to effectively communicate product value propositions and overcome customer objections during sale process.
Identify potential risks and develop proactive mitigation plans to safeguard against adverse impacts.
Establish metrics to track the success of go-to-market initiatives and regularly evaluate performance to optimize strategies and positively impact P&L Budget effectively, allocating resources to initiatives and services that will have the greatest impact.
Performs other job-related duties as assigned or apparent.