Strong Sales Manager-Great Middle TN Opportunity!!!

Waste Pro USA•Clarksville, TN

18h•Hybrid

About The Position

The Sales Manager is responsible for the short and long-term revenue growth of WP through superior business development, communication, relationship building, client retention, team leadership, and selling efforts. This role supports the growth and development of the sales team in an assigned area and manages all sales-related activities, including sales administration, segmentation, and effectiveness. Through partnerships and interaction with commercial clients, franchisers, business leaders, governmental officials, and strategic partners, the Sales Manager acquires new contracts and extends existing ones for the collection, processing, transportation, and disposal of solid waste and recyclables. The position utilizes conceptual/strategic selling skills to understand economic and buying influences, working with the team to meet client expectations and close deals. Sales opportunities are targeted, qualified, responded to, negotiated, and closed. This role supports prospecting efforts for all potential clients in a defined area, including municipal opportunities. Sales efforts are closely aligned with WP marketing resources to create differentiating proposals, bids, and RFPs.

Requirements

BA/BS degree in business, marketing, or equivalent experience; related work experience can be substituted for educational requirements.
3-5 years of sales/marketing/business development experience within the Waste Services Industry with heavy emphasis on the Municipal Sales Sector.
8+ years of sales experience, preferably selling within the Waste/Environmental/Recycling Services industry.
Minimum 2 years managerial experience within Waste Industry.
Demonstrated use of consultative and solutions-based selling skills.
Outstanding skills in negotiation, contract management, forecasting, and strategic planning.
Broad base of expertise across the sales process (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).
Basic understanding of applied use of sales automation technology used in support of the sales process.
Proficiency in using MS Outlook, Word, PPT, and Excel.
Experienced in developing strategies to increase sales volumes, manage costs, and source potential opportunities through different channels.
Knowledge of the Waste Industry, competitors, and relevant external forces that influence client buying decisions.
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 extensive travel within a defined regional territory.
High degree of autonomy, yet team-oriented with the ability to work cross-functionally within a dynamic environment.
Required to use motor coordination with finger dexterity (such as keyboarding, machine operation, driving, etc.) most of the work day.
Properly licensed with the ability to drive a motor vehicle extensively within a defined sales area/territory.

Responsibilities

Provides managerial direction and support to an area sales team, monitoring sales performance and defining skills/services needed to enhance sales productivity.
Provides sales coaching and training in the field and in weekly sales meetings.
Develops maximum potential sales volume and profitability within a defined regional territory.
Participates in short and long-term strategic Market and Sales Planning.
Increases WP market share and ensures sales plans for the territory are aligned with company mission and goals.
Monitors and manages sales incentive plans, ensuring the area sales team is accounted for and rewarded properly.
Leverages strategy assessments, planning, and cross-functional interaction to achieve a high degree of internal and external client satisfaction.
Drives acquisition and retention of contracts by maintaining critical relationships with customers, appointed staff, and decision-makers.
Maintains active relationships and is visible and active within the community.
Seeks opportunities to increase market share, revenue, and profitability by securing new contracts and additional services.
Partners with corporate sales, marketing, and regional management to develop bid and RFP submittal packages, ensuring proposals meet all specification requirements and professional quality standards.
Interfaces with WP executives, managers, associates, and customers in targeting opportunities and pursuing leads.
Participates in closing significant contracts through negotiation, competitive pricing, and adherence to sales strategy.
Partners with finance and regional management to initiate billing and contract audits to ensure best pricing.
Stays involved in complaint resolution and resolves issues as needed.
Actively participates in community events and activities to promote WP.
Keeps management apprised of individual and sales team activities that may impact WP, the Region, or the Division.
Uses available technology to monitor, track, and report sales activity, accurately forecasting revenue streams.
Partners with Corporate Sales, Marketing, and Regional Specialists regarding press coverage, collateral literature, advertising, and sponsorship recommendations.
Researches and stays current regarding competitor services and industry trends.
Uses a standard format or sales automation tool for maintaining the status of sales activities.