Territory Sales Manager - ES

Republic Services•Tampa, FL

About The Position

The Territory Sales Manager - ES plans, organizes, directs, and coordinates the Environmental Services sales team. The team supports customers with non-hazardous and hazardous waste stream management. The manager executes sales strategies to maximize sales volume, drive targeted profitable growth, and professionally develop sales staff. The role develops and implements business strategies and sales and marketing plans aligned with operating plans for the business units under its responsibility. It directs sales and administrative staff, oversees hiring, training, coaching, and performance management, and conducts weekly ride-alongs to train and coach sales personnel. The manager uses a CRM tool to manage sales performance and customer interactions and reviews sales funnels and results against sales and retention goals. The manager establishes and implements value selling and a standardized sales process, supports employee development and career advancement, and works with business unit teams to implement processes and resolve constraints and customer hurdles. The position also analyzes sales force structure and market opportunities, evaluates customer and sales programs, assists with customer solicitation, bids, and retention, and partners with business unit leadership on pricing strategy. It maintains knowledge of company services and market and competitive trends, proactively manages the customer base, and reviews Customer Service Agreements for pricing, accuracy, terms, conditions, and other requirements.

Requirements

At least 3 years of progressive experience in a sales role, including peer leadership or supervision of other sales personnel.
High school diploma or GED.
Valid driver’s license.
Experience using business and sales software, such as Outlook, Excel, Salesforce, or other CRM tools.
Experience developing comprehensive strategies.
Proven experience managing in a matrix organization across a large geographic area.
Self-motivated, with a strong work ethic, pride in work, goal orientation, competitiveness, drive to win, and willingness to take appropriate risks.
Strong written and verbal communication skills, including the ability to communicate effectively with all levels of management internally and externally.
Good time management skills and the ability to complete assigned responsibilities efficiently.
Ability to identify information needed to clarify a situation, seek information from appropriate sources, approach problems logically and sequentially, and anticipate the implications of actions.
Ability to foster teamwork and enlist the support and participation of others.
Experience focused on sales, client relations, and/or business development, with expertise in petro-chemical in-plant waste management, environmental services, and industrial services, including hazardous and non-hazardous waste streams.

Nice To Haves

Five years of experience in a role that includes supervising or managing sales personnel and activities.

Responsibilities

Develop and implement business strategies and sales and marketing plans that complement the operating plans of the responsible business units.
Direct sales and administrative personnel, including hiring, training, coaching, and performance management.
Conduct weekly ride-alongs with sales personnel to provide training and coaching.
Manage sales performance and customer interactions using a CRM tool.
Review sales activity funnels and results against new-sales and retention goals to support budgeted expectations.
Lead the assigned sales team in establishing and implementing value selling and a standardized sales process.
Foster professional development and career advancement; identify talent gaps, create action plans, and manage development and performance.
Work with business unit teams to understand and implement processes, resolve constraints, and proactively identify customer hurdles.
Maintain knowledge of company services, lines of business, pricing, and structures to support sales staff.
Analyze and customize the sales force structure in relation to defined sales opportunities in the marketplace.
Monitor and analyze customer, sales, and marketing programs and initiatives, and provide feedback to relevant departments.
Assist with new customer solicitation, bid preparation, and customer retention strategies.
Participate with business unit leadership in developing and implementing pricing strategies.
Monitor market behavior and competitive trends to anticipate changing customer needs and proactively manage the customer base.
Review Customer Service Agreements for terms, conditions, pricing, accuracy, and other requirements.
Perform other job duties as assigned or apparent.