Division Sales Manager

Waste Connections•Rockford Township, IL

12d•Onsite

About The Position

Waste Connections is searching for a Sales Manager to join our team! This is a full-time, onsite position working out of our Rockford, IL office. A Day In The Life Of A Waste Connections Sales Manager: Waste Connections is not only the best waste services company in the U.S., but it is also an amazing place to realize your potential, make decisions, have your voice heard, and partner with extremely hard working and passionate people! We seek servant leaders, mentors, top performers, and fun people. At Waste Connections, we value each individual’s unique background, experience, and passion to make us a great place to work. The Sales Manager develops the sales strategy to achieve volume growth, price targets, productivity improvements, and customer retention. The Sales Manager also determines the sales organization structure, team member roles and compensation. In addition, they will provide on-going performance review and coaching to support the reps in achieving their targets.

Requirements

Bachelor’s Degree in Business Administration or equivalent experience preferred.
5 years’ sales experience, preferably in a contract sales environment.
3-5 years’ sales management experience with demonstrated coaching and leadership skills.
Tact, diplomacy, and people skills for business development with key customers, and to diffuse key customer issues.
Analytical skills to determine margins, density needs, incentives, and pricing.
Knowledgeable in MS Office to create documents and presentations.
Proven time management and territory management skills.

Responsibilities

Plan budget and key metrics such as volume, pricing, new business, retention, density, and productivity.
Develop and deliver on the sales budget.
Budget, plan, and execute annual and monthly rate adjustments (e.g. set goals to target segments or overloaded accounts).
Establish sales targets for each rep; guide/mentor sales team to achieve sales and retention targets.
Determine territory structure: type of roles, areas of focus, and number of reps.
Conduct extensive mid-year review to reset roles and areas of focus (if required), and territory assignments (e.g., after an acquisition).
Review account retention (e.g., understand saves and losses) to improve process and pricing; collaborate with inside retention roles, including Customer Service.
Develop protocols for “saves” (i.e. dollar volume required for a rep visit when Manager is involved).
Review pipeline weekly using CRM reporting.
Meet each rep weekly to review expectations for the week, previous week’s results, and specific initiatives or areas requiring support.
Conduct annual reviews and a mid-year update.
Provides input for the development of and/or approves strategic sales plans, schedules, and strategies to win major accounts and municipalities.
Performs quarterly and annual performance evaluations and takes corrective actions when required.
Spend an average of three days each week working in the field making joint sales calls, coaching, and developing sales skills.
Meets with operations management as appropriate to coordinate sales and service efforts for assigned accounts/territory.
Prepare written reports of sales activities including forecast, lost accounts, actual production to goal, etc.
Partners closely with the District Manager to align sales initiatives with operational priorities, ensuring revenue growth and service excellence across the market
Collaborates with the District Manager to drive strategic sales efforts, optimize account performance, and support overall district goals
Other duties as assigned