Residential Sales Manager

Waste Pro USA•Apopka, FL

About The Position

The Residential Sales and Marketing Manager provides for both short and long-term growth of WP Residential Single Subscription revenues through superior organization, communication, local strategy development, and collaborative team leadership with local division personnel. The Residential Sales and Marketing Manager will support the growth and development of the sales teams in an assigned Division(s) and manages all sales and marketing related activities including proper, sales deployment, administration and training effectiveness. The Residential Sales and Marketing leader will facilitate engagement with internal sales, operations divisional personnel and third-part partners to develop effective go-to-market strategies specific to geography of the residential open market prospect base. The Residential Sales and Marketing Manager will interact with both Region and Division internal business leaders, contractors and governmental officials for the collection, processing, transportation and disposal of solid waste and recyclables. In addition, communicates closely with each Division Manager, Region Sales Manager and Corporate personnel in evaluating each local sales plan. This position supports the prospecting efforts for all residential single subscription potential clients in a defined area, including developing service and pricing packages. Additionally, sales efforts are closely aligned with WP marketing resources to create differentiating marketing support materials by division.

Requirements

Prefer BA/BS degree in business, marketing, or equivalent experience. Related work experience can be substituted for educational requirements
2-5 years of sales/marketing/business development experience within Residential B2C home services, preferably in cable, power or other home sale format.
5+ years of sales team leadership experience, preferably selling within the individual residential door to door format, preferably multiple geographic locations.
Demonstrated use of residential sales process or consultative and solutions based selling skills.
Outstanding skills in negotiation, team building, forecasting and strategic planning.
Broad base of expertise across sales processes i.e. sales generation, customer interaction, presentation, client interaction, negotiation, account management, forecasting, pricing, and sales closure.
Successful track record of developing win-win partnerships in competitive settings.
Superior written and oral communication skills combined with above average organization, interpersonal, listening, presentation and problem-solving skills.
Professional demeanor and adaptability required to change as dictated by situation(s).
Must demonstrate a basic understanding of applied use of sales automation technology used in support of the sales process.
Leads, Trains and drives point of sale technology and use of pipeline management tools.
Proficiency in using array of software packages, including MS Outlook, Teams, Word, PPT and Excel.
Experienced in developing strategies to increase sales volumes, manage costs and source potential opportunities through different channels.
Knowledge of the industry competitors, and relevant external forces that influence the client's buying decision.
Well versed in problem solving, market research, financial/profitability analysis, pricing, and client relationship management.
Organized and intellectually able to eliminate sales obstacles through creative and adaptive approaches.
Must be prepared for periodic travel within a defined regional territory.
High degree of autonomy, yet team oriented with ability to work cross functionally within multiple local division sales environment.
Required to use motor coordination with finger dexterity (such as keyboarding, machine operation, driving, etc.) most of the work day.
Properly licensed with ability to drive a motor vehicle extensively within a defined sales area/territory

Responsibilities

Via the Waste Pro internal tools to drives accountability for providing managerial direction and support to a divisional residential sales team. Monitors sales performance of team and defines skills/services needed to enhance sales productivity (Leads, Trains, Monitors and Motivates).
Provides sales coaching and individual training in the field and in scheduled team sales meetings
Develops maximum potential sales volume and profitability within defined divisional territory.
Participates in short and long-term strategic Market Planning and Sales Deployment meetings with Region, Division and Corporate leaders.
Accountability for increasing WP market share and ensuring sales plans for territory are aligned and accomplished in accordance with divisional market plan and established goals.
Works directly with corp commission admin monitoring the sales incentive plan(s) and ensures that area sales team is accounted for and rewarded properly.
Leverages through strategy assessments, planning, and cross functional interaction a high degree of internal and external client satisfaction with Customer Experience Director.
Drives division goodwill and community presence by maintaining local relationships with customers, other local government entities while protecting profitability.
Maintains active relationships and is visible and active within the community.
Accountable in partnership with corporate sales, marketing, and RVP/DVP and corporate management for developing local division market plans.
Interfaces with WP executives, managers, associates and customers in targeting opportunities and aggressively pursuing leads.
In partnership with finance and regional management periodically initiates billing and contract audits to ensure best pricing defined and invoiced.
Stays directly involved in complaint resolution and develops effective escalation plans for each division assigned.
Actively participates in community events and activities where applicable to promote WP's distinguishable difference (e.g. Local League of Cities, Keep America Beautiful affiliates, community cleanup events, civic associations, local charitable organizations, etc.).
Keeps management apprised of individual and sales team activities which may impact WP, Region, and/or Division via WP information systems.
Uses available technology to monitor, track and report sales activity. Accurately forecasts monthly, quarterly, and annual revenue streams.
Partners with Corporate Sales, Marketing and Regional Specialists surrounding possibilities for press coverage, need for collateral literature, advertising, and sponsorship recommendations.
Researches and stays current regarding competitor services.
Maintains awareness of competition and trends affecting the industry.