Vice President, Sales - Manufacturing & Post Collections

Republic Services•Phoenix, AZ

About The Position

The Vice President, Sales is responsible for sales leadership, strategy, P&L results and industry expertise to achieve profitable, integrated growth for the Company. This role focuses on profitably growing the business by acquiring new customers and expanding existing customer relationships. The VP, Sales will also manage retention and growth goals for acquisitions within their assigned line of business, which includes manufacturing and post collections, driving revenue growth and market share in industrial and regulated waste sectors. They collaborate with Area, BU, Division, and Corporate leaders and the Sales team to design and implement sales strategies, measuring success against established goals. The role involves sales-related activities, including large-scale contracts, to improve and maintain relationships, and managing a comprehensive sales business management system with related metrics, policies, programs, and systems. Operating within a highly matrixed organization, the VP is responsible for setting sales strategy, driving performance, and maintaining a disciplined sales cadence to optimize a 100+ person indirect sales organization.

Requirements

Minimum of 10 years of experience in sales leadership roles that includes experience within the waste management, environmental solutions, environmental services or industrial services industries.
P&L responsibility for the manufacturing and post collections line of business, driving revenue growth and market share in industrial and regulated waste sectors.
Operating within a highly matrixed organization, responsible for setting sales strategy, driving performance conversation and maintaining the disciplined sales cadence required to optimize a 100+ person indirect sales organization.
Strong sales leadership, P&L responsibility, team management, and collaboration skills.
Excellent verbal and written communication skills.
Excellent organizational, analytical and documentation skills.

Nice To Haves

Proven experience managing in a matrix environment across a large geographic area.

Responsibilities

Partners with Area, BU, Division and Corporate leadership to determine strategic objectives for the Company to include integrated growth, customer retention, customer prospecting and acquisition, customer experience, and revenue management strategies.
Works with Area, BU and Division Sales leaders to achieve new sales and retention goals, as well as to improve the profitability of revenue in assigned line of business.
Manages sales performance and customer interaction through a leading CRM tool and business management system.
Drives integrated growth and cross-sell initiatives across all lines of business, leveraging synergies between environmental services, environmental solutions, waste collection, recycling, sustainability innovation, and compliance programs to maximize customer value.
Analyzes and customizes sales force structure against defined sales opportunities in the defined marketplace.
Analyzes and synthesizes sales department goals with company-wide goals and takes proactive measures to improve sales performance.
Monitors, gathers data, and analyzes the effectiveness of various customer, sales and marketing programs and initiatives and provides effective feedback to relevant departments.
Provides strategic vision and oversees implementation of sales strategy to operational and sales leadership.
Performs review and analysis of pre-implementation and post-implementation operating data to support the development of accurate pro forma models.
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 the team members through the establishment and implementation of “priority-based selling and a standardized sales process.”
Works with the business unit teams to understand and implement key processes and identify and solve for constraints while proactively identifying customer hurdles.
Oversees, participates, and has decision-making responsibility in the RFP and Proposal Development process.
Participates as needed in contract negotiations.
This position requires 60%+ travel by air, car and/or other modes of transportation.
Perform other duties and projects as assigned.