Territory Sales Manager - ES

Republic Services•Nederland, TX

About The Position

The Territory Sales Manager - ES plans, organizes, directs, and coordinates Environmental Services sales activities. Environmental Services provides customers with non-hazardous and hazardous waste stream management. The role leads the sales team in executing strategies to maximize sales volume, achieve targeted profitable growth, and develop sales staff professionally. The manager develops business strategies and sales and marketing plans aligned with the operating plans of the business units they support. They lead sales and administrative staff, including hiring, training, coaching, and performance management, and conduct weekly ride-alongs with sales personnel. The role uses a CRM tool to manage sales performance and customer interactions, reviews sales funnels and results against new-sales and retention goals, and leads implementation of value selling and a standardized sales process. Working with business unit teams and leadership, the Territory Sales Manager identifies and resolves process constraints and customer hurdles, supports pricing strategy, and helps with customer solicitation, bids, and retention. The role maintains knowledge of company services, lines of business, and pricing; assesses sales force structure against marketplace opportunities; analyzes the effectiveness of customer, sales, and marketing programs; monitors market and competitive trends; and reviews Customer Service Agreements for pricing, terms, accuracy, and other requirements. Other duties may be assigned or apparent.

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.
Strong experience managing in a matrix organization across a large geographic area.
Self-motivation, 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 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 situations, seek information from appropriate sources, solve problems logically and sequentially, and anticipate the implications of actions.
Ability to foster teamwork and enlist the support and participation of others.

Nice To Haves

Five years of experience in a role supervising or managing sales personnel and activities.
Experience focused on sales, client relations, or business development, with expertise in petro-chemical in-plant waste management, environmental services, and industrial services, including hazardous and non-hazardous waste streams.

Responsibilities

Develop and implement business strategies and sales and marketing plans that complement the operating plans of assigned business units.
Direct sales and administrative personnel, including hiring, training, performance 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 budget achievement.
Lead the 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 key processes, resolve constraints, and proactively address customer hurdles.
Maintain thorough knowledge of available services, lines of business, pricing, and structures to support the sales staff.
Analyze and customize sales force structure against 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.
Participate with business unit leadership in developing and implementing pricing strategy.
Monitor market behavior and competitive trends to anticipate customer needs and proactively manage the customer base.
Review Customer Service Agreements for terms and conditions, pricing, accuracy, and other requirements.
Perform other job duties as assigned or apparent.