Area Director Sales - Environmental Solutions

POSITION SUMMARY: The Area Director Sales-Environmental Services provides leadership, strategic guidance, support and expertise to the Company in order to achieve new sales and retention goals, as well as to improve the quality of revenue in the Environmental Services line of business. The Area Director Sales-Environmental Services supervises and works with the Area and Division Managers and Sales Staff to implement sales strategies and drive growth and retention while measuring success against those goals on a regular basis. The Area Director Sales – Environmental Services is also responsible for sales-related activities, including large scale contracts, in order to improve and maintain relationships, as well as organizational consistency and comprehensiveness of related policies, programs and systems. This role interacts with current and prospective customers and vendors in the Environmental Services markets. This role also requires active involvement in various political, government and industry associations, as well as community/civic activities.

PRINCIPLE RESPONSIBILITIES:

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  Partners with Area, Division and Corporate leadership to determine strategic objectives for the Company to include customer retention, customer prospecting, customer experience and revenue management strategies.

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  Works with Area and Division Managers to achieve new sales and retention goals, as well as to improve the quality of revenue in the Environmental Services’ lines of business.

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  Manages sales performance and customer interaction through a leading CRM tool.

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  Works with Area and Division Managers to develop and implement the Environmental Services plans that meet the short- and long-term strategic goals of the Area. Secures resources to support implementation.

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  Analyzes and customizes Environmental Services sales force structure against defined sales opportunities in the defined marketplace.

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  Analyzes and synthesizes Environmental Services sales department goals with company-wide goals and takes proactive measures to improve sales performance.

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  Monitors, gathers data, and analyzes the effectiveness of various customer, sales and marketing programs and initiatives and provides effective feedback to relevant departments.

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  Provides strategic vision and oversees implementation of Environmental Services sales strategy to operational leadership and sales executives.

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  Performs review and analysis of pre-implementation and post-implementation operating data to support the development of accurate pro forma models.

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  Regularly reviews sales activity funnels and results in comparison to new sales and retention goals to drive the organization toward achievement of budgeted expectations.

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  Leads the Environmental Services sales team members through the establishment and implementation of “value selling and a standardized sales process.”

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  Partners with communications team to determine appropriate media coverage.

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  Fosters an atmosphere conducive for professional development and career advancement.

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  Leads the implementation of new sales programs and processes as determined by the Company.

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  Works with the business unit teams to understand and implement key processes and identify and solve for constraints while proactively identifying customer hurdles.

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  Oversees and participates in the RFP and Proposal Development process.

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  Participates as needed in contract negotiations.

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  Participates in cross functional teams as needed and coordinates and manages the development of new projects.

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  This position may require travel by air, car and/or other modes of transportation up to 60% of the time.

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  Perform other duties and projects as assigned

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QUALIFICATIONS:

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  Minimum of 8 years of progressive experience in a sales management role that includes experience managing other sales personnel and developing comprehensive sales strategies, business and sales plans. (Required.)

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  Experience using business and sales software (i.e. Outlook, Excel, Salesforce or other CRM tools, etc.). (Required.)

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  Valid driver’s license. (Required.)

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  Experience with a focus on sales, client relations and/or business development with proven expertise in exploration and production products and services, industrial services, and non-hazardous and hazardous waste services.

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  Strong proven experience managing in a matrix environmental organization across a large geographic area.

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Rewarding Compensation and Benefits

Eligible employees can elect to participate in:

• Comprehensive medical benefits coverage, dental plans and vision coverage.

• Health care and dependent care spending accounts.

• Short- and long-term disability.

• Life insurance and accidental death & dismemberment insurance.

• Employee and Family Assistance Program (EAP).

• Employee discount programs.

• Retirement plan with a generous company match.

• Employee Stock Purchase Plan (ESPP).

The statements used herein are intended to describe the general nature and level of the work being performed by an employee in this position, and are not intended to be construed as an exhaustive list of responsibilities, duties and skills required by an incumbent so classified. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the Company.

EEO STATEMENT:Republic Services is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, protected veteran status, relationship or association with a protected veteran (spouses or other family members), genetic information, or any other characteristic protected by applicable law.

ABOUT THE COMPANY

Republic Services, Inc. (NYSE: RSG) is a leader in the environmental services industry. We provide customers with the most complete set of products and services, including recycling, waste, special waste, hazardous waste and field services. Our industry-leading commitments to advance circularity and support decarbonization are helping deliver on our vision to partner with customers to create a more sustainable world.

In 2023, Republic’s total company revenue was $14.9 billion, and adjusted EBITDA was $4.4 billion. We serve 13 million customers and operate more than 1,000 locations, including collection and