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 role executes sales strategies to maximize sales volume, drive targeted profitable growth, and professionally develop sales staff. The manager leads sales and administrative personnel, manages sales performance and customer interactions using a CRM, and works with business unit teams and leadership on sales processes, pricing, customer retention, and business objectives. The position also analyzes market opportunities, customer and marketing programs, sales-force structure, and competitive trends across the assigned territory. Republic Services is an environmental services company providing recycling, waste, special waste, hazardous waste, and field services. Its stated commitments include advancing circularity and supporting decarbonization. Eligible employees may elect to participate in the benefits listed in the posting.

Requirements

At least 3 years of progressive sales experience, 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 ability to manage in a matrix organization across a large geographic area.
Self-motivated, with pride in work, a strong work ethic, goal orientation, competitiveness, drive to win, and willingness to take appropriate risks.
Strong written and verbal communication skills, including the ability to communicate with all levels of management internally and externally.
Good time-management skills and ability to complete assigned responsibilities efficiently.
Ability to identify information needed to clarify situations, seek information from appropriate sources, analyze problems logically and sequentially, and anticipate implications of actions.
Ability to foster teamwork and enlist the support and participation of others.
Experience focused on sales, client relations, 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

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 aligned with the operating plans of the responsible business units.
Direct sales and administrative staff, including hiring, training, performance coaching, and management; conduct weekly ride-alongs to train and coach sales personnel.
Manage sales performance and customer interactions through a CRM; review sales activity funnels and results against new-sales and retention goals.
Lead the assigned sales team in establishing and implementing value selling and a standardized sales process.
Promote professional development and career advancement; identify talent gaps, create action plans, and manage employee development and performance.
Work with business unit teams to understand and implement key processes, address constraints, and identify customer hurdles.
Maintain knowledge of company services, lines of business, pricing, and structures to support sales staff.
Analyze and customize the Environmental Services sales-force structure based on defined 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.
Work with business unit leadership to develop and implement pricing strategies that meet company objectives.
Monitor market behavior and competitive trends, anticipate changing customer needs, and proactively manage the customer base.
Review Customer Service Agreements for terms and conditions, pricing, accuracy, and other requirements.
Perform other assigned or apparent job duties.