Territory Sales Manager - ES

Republic Services • Long Beach, CA

18h • $114,800 - $157,850 • Hybrid

About The Position

The Territory Sales Manager - ES is responsible for planning, organizing, directing and coordinating the sales team for Environmental Services. This team provides customers with non-hazardous and hazardous waste stream management. The role focuses on 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 that complement the overall operating plan for the business units under the Sales Manager’s responsibility.
• Achieves consistent results through superior performance.
• Directs a staff of sales and administrative personnel, including responsibility for hiring, training and performance coaching and management; complete 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 to drive the organization toward achievement of budgeted expectations.
• 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 the business unit teams to understand and implement key processes and identify and solve for constraints while proactively identifying customer hurdles.
• Develops and maintains a thorough knowledge of the Company’s available services, lines of business, pricing and structures to assist sales staff selling circumstances as the need arises.
• Analyzes and customizes Environmental Services’ sales force structure against defined sales opportunities in the defined marketplace.
• Monitors, gathers data, and analyzes the effectiveness of various customer, sales, and marketing programs and initiatives and provides effective feedback to relevant departments.
• Assist with new customer solicitation, bid preparation and customer retention strategies.
• Participates with business unit leadership to develop and implement pricing strategy to meet Company objectives.
• Maintains an awareness of market behavior and competitive trends in designated market to anticipate changing customer needs; proactively manages customer base.
• Reviews Customer Service Agreements for terms and conditions pricing, accuracy and other requirements.
• Performs other job duties as assigned or apparent.

Benefits

• Comprehensive medical benefits coverage, dental plans and vision coverage.
• Health care and dependent care spending accounts.
• Short- and long-term disability.
• Life insurance and accidental death & dismemberment insurance.
• Employee and Family Assistance Program (EAP).
• Employee discount programs.
• 401(k) plan with a generous company match.
• Employee Stock Purchase Plan (ESPP).
• Paid Time Off (PTO)

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: High school or GED