Sales Manager - Upstream

Territory Sales Manager - ES

The Territory Sales Manager - ES is responsible for planning, organizing, directing and coordinating the activities of the sales team for Environmental Services, which provides its customers with non-hazardous and hazardous waste stream management, to effectively execute sales strategies that will maximize sales volume, drive targeted profitable growth and professionally develop the sales staff.

Principal responsibilities include:

• Developing and implementing comprehensive business strategies, and sales and marketing plans that complement the overall operating plan for the business units under the Sales Manager's responsibility.
• Achieving consistent results through superior performance.
• Directing a staff of sales and administrative personnel, including responsibility for hiring, training and performance coaching and management.
• Managing sales performance and customer interaction through a leading CRM tool.
• Leading their assigned sales team through the establishment and implementation of "value selling and a standardized sales process."
• Fostering an atmosphere conducive for professional development and career advancement.
• Working with the business unit teams to understand and implement key processes and identify and solve for constraints while proactively identifying customer hurdles.
• Developing and maintaining a thorough knowledge of the Company's available services, lines of business, pricing and structures to assist sales staff selling circumstances as the need arises.
• Analyzing and customizing Environmental Services' sales force structure against defined sales opportunities in the defined marketplace.
• Monitoring, gathering data, and analyzing the effectiveness of various customer, sales, and marketing programs and initiatives and providing effective feedback to relevant departments.
• Assisting with new customer solicitation, bid preparation and customer retention strategies.
• Participating with business unit leadership to develop and implement pricing strategy to meet Company objectives.
• Maintaining an awareness of market behavior and competitive trends in designated market to anticipate changing customer needs; proactively managing customer base.
• Reviewing Customer Service Agreements for terms and conditions pricing, accuracy and other requirements.
• Performing other job duties as assigned or apparent.

Qualifications include:

• Minimum of 3 years of progressive experience in a sales role, including experience in peer leadership or supervision of other sales personnel.
• High School Diploma or GED.
• Valid driver's license.
• 5 years' experience in a role that includes supervising or managing sales personnel and activities.
• Experience using business and sales software.
• Experience developing comprehensive strategies.
• Strong proven experience managing in a matrix organization across a large geographic area.
• Is self-motivated; maintains a feeling of pride in work; has a strong work ethic and strives to achieve all goals; is competitive and has a strong drive to win; takes appropriate risks.
• Good communication skills (written and verbal); can effectively communicate to all levels of management, both internally and externally.
• Good time management skills to ensure assigned responsibilities are completed in an efficient manner.
• Has the ability to identify the information needed to clarify a situation; seeks information from appropriate sources; can tackle a problem using logical, sequential approach and can anticipate the implications of actions.
• Ability to foster teamwork and enlist the support and participation of others.
• Experience with a focus on sales, client relations and/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.

Rewarding compensation and benefits include:

• 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).

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.