Territory Sales Manager

GFL Environmental Inc.•Lynchburg, VA

About The Position

Promote, sell, increase and preserve GFL Environmental’s solid waste services to businesses and industrial establishments in assigned territory by identifying new market areas, maintaining current customers, and developing strategies to outweigh competition. Prepare sales contracts with knowledge of pricing, costs and equipment with input from Facility / General Manager. GFL Environmental is one of North America’s leading waste management companies, proudly making communities cleaner, safer, and happier through first-class service. At GFL, our goal is to invest in our people and provide opportunities to grow for life. Our employees are proudly known as Team Green, a name that unites us under a shared purpose: delivering sustainable solutions that help our customers and communities be Green For Life. Position Overview The Territory Manager is responsible for driving revenue growth through new business development while managing and expanding relationships within an assigned territory. This role owns the full sales cycle and is ideal for a motivated, competitive sales professional who thrives in a base salary plus commission environment.

Requirements

Strong written, verbal, and interpersonal communication skills
Proven negotiation, presentation, and closing abilities
Ability to analyze pricing, margins, and sales performance metrics
Strong organizational and time-management skills
Self-motivated, competitive, and results-driven mindset
Ability to work independently with minimal supervision
Bachelor’s degree preferred
2–3 years of sales experience with a proven understanding of professional selling techniques
Valid driver’s license and ability to travel within the assigned territory

Nice To Haves

Solid waste or environmental services industry experience preferred
Equivalent education and experience will be considered

Responsibilities

Aggressively pursue new business and expand existing accounts to grow market share within the assigned territory
Identify and qualify prospective customers through cold calling, networking, referrals, and territory planning
Manage and maintain prospect and customer information in the CRM system to support pipeline growth
Penetrate new and existing market segments to increase revenue and competitive positioning
Travel throughout the assigned territory to meet with current and prospective customers and assess service needs
Build long-term customer relationships through consultative selling and proactive account management
Act as a liaison for large commercial, industrial, municipal, and governmental customers
Develop a working knowledge of branch and regional P&L dynamics, including pricing strategy, margins, and cost of service
Prepare and present pricing proposals, quotes, and sales contracts
Consult Sales Management or Facility/General Management prior to deviating from established pricing
Support initiatives to improve pricing on substandard accounts
Maintain in-depth knowledge of GFL’s solid waste services, equipment, pricing, and applications, including roll-off, front-load, compactors, and full-line solutions
Perform waste stream analysis to estimate volumes and identify recyclable, divertible, or specialty waste streams
Monitor competitor activity and market trends
Prepare and deliver professional sales presentations to major accounts
Participate in trade shows, community events, civic organizations, and industry functions to enhance GFL visibility
Support municipal and governmental bid opportunities and preliminary bid preparation
Assist with identifying acquisition candidates and integration efforts as needed
Ensure compliance with all company policies and applicable regulations
Perform other duties as assigned