Sr Manager Strategic Services - IWW

Republic Services•Phoenix, AZ

30d

About The Position

POSITION SUMMARY: The Senior Manager, Strategic Services – Industrial Wastewater serves as the subject matter expert (SME) for industrial wastewater solutions across key customer segments. This role provides technical and strategic expertise to support complex customer needs related to wastewater treatment, regulatory compliance, sustainability, and water stewardship. Operating in a highly matrixed environment, this leader partners closely with Sales, Operations, Engineering, Compliance, and Sustainability teams to develop differentiated wastewater solutions that drive growth, improve customer environmental outcomes, and ensure regulatory compliance. This role plays a critical part in supporting complex industrial customers, identifying innovative treatment approaches, and strengthening the company’s market position in industrial water management. Additionally, this position serves as an industry expert and spokesperson, representing the organizations’ capabilities, expertise and value proposition to internal and external stakeholders. PRINCIPAL RESPONSIBILITIES: Support industry/product specific pipeline and profitable growth results for Environmental Services in US and Canada Develop and implement strategic industry/product plans and market analysis, working directly with Area and HQ Teams, to target and acquire new customers. Assist in sales cycle, including early-stage and late-stage customer sales cycles by providing technical, regulatory and market insights to strengthen pursuit strategies and close opportunities. Serve as regulatory and compliance subject matter expert for assigned industry sectors and waste streams to support customer decision-making, policy/government affairs and internal strategy Support product development, go‑to-market strategies, process improvement, policy formulation and special projects Coordinate communication and alignment between National Accounts, Field Sales, Technical Sales, HQ teams and other key stakeholders to create winning selling approach for targeted, highly complex customers Identify and support cross-selling opportunities across the company by collaborating with business units to expand service adoption and deliver integrated solutions to customers. Prepares and delivers compelling customer presentations – leveraging both strategic positioning and regulatory expertise – to multiple levels within prospect organization Effectively manages the follow-up and negotiations with key leaders within client organizations. Possesses a thorough understanding of the legal implications of customer contracts and conducts contract negotiations to include involvement with legal review Maintains and builds rapport with senior and C-level executives to formulate strong, long-term business relationships built on trust and confidence to satisfy key buying criteria and close deals Serve as an industry expert and spokesperson, representing Republic Services’ environmental, regulatory and technical knowledge at customer meetings, industry forums and events. Develops and maintains a heightened awareness of market dynamics, emerging opportunities, and competitive trends. Facilitates collection and communication of customer data for the organization. Maintains a thorough working knowledge of the company’s product and service offerings, pricing structure, contract management parameters, policies, and procedures. Travel required as needed. Performs other job-related duties as assigned or apparent.

Requirements

7-10 years relevant sales management, account management, consulting, business development or industry experience
At least 3 years of experience in leading a team and organizational function.
Knowledge of national hazardous waste disposal and transportation landscape (both rail and trucking) highly desirable
A proven track record of generating new business opportunities in the Environmental Field
Strong technical expertise with an extensive understanding of environmental solutions, and regulatory compliance
Excellent verbal and written communication skills, including strong presentation skills and the ability to produce high quality, error free work in a fast-paced work environment

Responsibilities

Support industry/product specific pipeline and profitable growth results for Environmental Services in US and Canada
Develop and implement strategic industry/product plans and market analysis, working directly with Area and HQ Teams, to target and acquire new customers.
Assist in sales cycle, including early-stage and late-stage customer sales cycles by providing technical, regulatory and market insights to strengthen pursuit strategies and close opportunities.
Serve as regulatory and compliance subject matter expert for assigned industry sectors and waste streams to support customer decision-making, policy/government affairs and internal strategy
Support product development, go‑to‑market strategies, process improvement, policy formulation and special projects
Coordinate communication and alignment between National Accounts, Field Sales, Technical Sales, HQ teams and other key stakeholders to create winning selling approach for targeted, highly complex customers
Identify and support cross-selling opportunities across the company by collaborating with business units to expand service adoption and deliver integrated solutions to customers.
Prepares and delivers compelling customer presentations – leveraging both strategic positioning and regulatory expertise – to multiple levels within prospect organization
Effectively manages the follow-up and negotiations with key leaders within client organizations.
Possesses a thorough understanding of the legal implications of customer contracts and conducts contract negotiations to include involvement with legal review
Maintains and builds rapport with senior and C-level executives to formulate strong, long-term business relationships built on trust and confidence to satisfy key buying criteria and close deals
Serve as an industry expert and spokesperson, representing Republic Services’ environmental, regulatory and technical knowledge at customer meetings, industry forums and events.
Develops and maintains a heightened awareness of market dynamics, emerging opportunities, and competitive trends.
Facilitates collection and communication of customer data for the organization.
Maintains a thorough working knowledge of the company’s product and service offerings, pricing structure, contract management parameters, policies, and procedures.
Travel required as needed.
Performs other job-related duties as assigned or apparent.