Area Director Sales

Disability Solutions - Indianapolis, IN

Full-time - Senior

Indianapolis, IN

10,001+ employees

Administrative and Support Services

About the position

The Area Director, Sales at Republic Services, Inc. is a pivotal role responsible for delivering substantial annual revenue ranging from $700 million to $1.3 billion. This position requires expert-level planning, organizing, directing, and coordinating the activities of the sales function within a designated area to effectively execute sales strategies. A key attribute for success in this role is the ability to lead, coach, and develop a sales team while leading by example. The Area Director must multiply their efforts across a broader sales leadership team, which is essential for achieving the revenue targets set for the area. In this role, the Area Director will develop and oversee the implementation of comprehensive business strategies and sales and marketing plans that align with the overall operating plan for the area. They will be responsible for developing the sales forecast and ensuring the achievement of the sales budget. Accountability for sales goal achievement is critical, including monitoring key metrics and budget adherence. The Area Director will assist with new customer solicitation, bid preparation, and customer retention strategies as necessary. Regular meetings with sales management and personnel will be conducted to review sales activity funnels and customer retention efforts. The Area Director will also participate with business unit leadership to develop and implement pricing strategies that meet company objectives. Maintaining an awareness of market behavior and competitive trends is essential to anticipate changing customer needs and proactively manage the customer base. A thorough knowledge of the company's available services, lines of business, and pricing structures is necessary to assist sales management in complex selling situations. The role may also involve reviewing complex Customer Service Agreements for accuracy and terms.

Responsibilities

• Develop and oversee the implementation of comprehensive business strategies and sales and marketing plans that complement the overall operating plan for the Area.
• Develop the sales forecast and ensure achievement of the sales budget for the Area.
• Maintain accountability for sales goal achievement, including respective key metrics and budget achievement.
• Assist with new customer solicitation, bid preparation, and customer retention strategies as necessary.
• Meet periodically with sales management or sales personnel to review sales activity funnel and customer retention activities; review sales performance compared to goals, production, and training needs.
• Participate with business unit leadership to develop and implement pricing strategy to meet Company objectives.
• Maintain awareness of market behavior and competitive trends to anticipate changing customer needs; proactively manage customer base.
• Maintain thorough knowledge of the Company's available services, lines of business, and pricing structures to assist sales management in particular selling circumstances.
• Review complex Customer Service Agreements for terms and conditions, pricing, accuracy, etc.
• Perform other job-related duties as assigned.

Requirements

• 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.
• Prior waste industry or service industry experience.
• Valid driver's license.
• Good time management skills to ensure assigned responsibilities are completed efficiently.
• Good communication skills; able to effectively communicate to all levels of management, both internally and externally.
• Strong active listening skills; able to give full attention to what others are saying and understand points being made.
• Ability to grasp concepts quickly and follow through on challenges as they arise; maintains a positive outlook.
• Ability to identify needed information to clarify situations and tackle problems logically and sequentially.
• Good written and verbal presentation skills.
• Self-motivated with a strong work ethic and competitive drive to achieve goals.
• Trustworthy and maintains confidentiality at all times.
• High energy, friendly, and engaging with excellent persuasion skills.
• Service-oriented, actively looking for ways to help people.
• Ability to foster teamwork and enlist support and participation of others.
• Demonstrates innovation and supports organizational change to enhance effectiveness.

Nice-to-haves

• Experience in developing pricing strategies.
• Familiarity with CRM tools for sales activity management.
• Experience in customer relationship management and retention strategies.

Benefits

• Comprehensive medical benefits coverage, dental plans, and vision coverage.
• Health care and dependent care spending accounts.
• Short- and long-term disability insurance.
• 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).