Territory Sales Manager - ES

Republic Services•Long Beach, CA

1d•Hybrid

About The Position

The Territory Sales Manager - ES is responsible for planning, organizing, directing and coordinating the sales team for Environmental Services. This role focuses on managing a team that provides non-hazardous and hazardous waste stream management to customers, with the goal of executing sales strategies to maximize sales volume, drive profitable growth, and professionally develop the sales staff.

Requirements

Minimum of 3 years of progressive experience in a sales role, including experience in peer leadership or supervision of other sales personnel.
High School Diploma or GED
Valid driver’s license
Experience using business and sales software (i.e. Outlook, Excel, Salesforce or other CRM tools, etc.).
Experience developing comprehensive strategies.
Strong proven experience managing in a matrix organization across a large geographic area.
Is self-motivated; maintains a feeling of pride in work; has a strong work ethic and strives to achieve all goals; is competitive and has a strong drive to win; takes appropriate risks.
Good communication skills (written and verbal); can effectively communicate to all levels of management, both internally and externally.
Good time management skills to ensure assigned responsibilities are completed in an efficient manner.
Has the ability to identify the information needed to clarify a situation; seeks information from appropriate sources; can tackle a problem using logical, sequential approach and can anticipate the implications of actions.
Ability to foster teamwork and enlist the support and participation of others.
Experience with a focus on sales, client relations and/or business development with proven expertise in petro-chemical in-plant waste management, environmental services, and industrial services, including hazardous and non-hazardous waste streams.

Nice To Haves

5 years’ experience in a role that includes supervising or managing sales personnel and activities

Responsibilities

Develops and implements comprehensive business strategies, and sales and marketing plans.
Achieves consistent results through superior performance.
Directs a staff of sales and administrative personnel, including hiring, training, and performance coaching and management.
Conducts weekly “ride-alongs” with sales personnel to provide training and coaching.
Manages sales performance and customer interaction through a leading CRM tool.
Regularly reviews sales activity funnels and results in comparison to new sales and retention goals.
Leads their assigned sales team through the establishment and implementation of “value selling and a standardized sales process.”
Fosters an atmosphere conducive for professional development and career advancement.
Identifies talent gaps, creates action plans, and manages development and performance.
Works with business unit teams to understand and implement key processes, identify and solve for constraints, and proactively identify customer hurdles.
Develops and maintains a thorough knowledge of the Company’s available services, lines of business, pricing, and structures.
Analyzes and customizes Environmental Services’ sales force structure against defined sales opportunities.
Monitors, gathers data, and analyzes the effectiveness of various customer, sales, and marketing programs and initiatives and provides feedback.
Assists with new customer solicitation, bid preparation, and customer retention strategies.
Participates with business unit leadership to develop and implement pricing strategy.
Maintains an awareness of market behavior and competitive trends to anticipate changing customer needs and proactively manages the customer base.
Reviews Customer Service Agreements for terms and conditions, pricing, accuracy, and other requirements.
Performs other job duties as assigned or apparent.