BPS Area Sales Manager

Safety-Kleen - Philadelphia, PA

Full-time - Mid Level

Philadelphia, PA

Waste Management and Remediation Services

About the position

Safety-Kleen is seeking a District Sales Manager for Bulk Product Services in the North East Region, covering New York, New Jersey, Pennsylvania, and parts of Maryland. This role can be performed remotely or from a branch location and requires travel. The primary focus of this position is to manage a team of Account Managers and Blended Oil Specialists, who are responsible for growing and maintaining business in key areas such as Lubricant Sales, Used Motor Oil, Antifreeze, Waste Oil Fuel (WWF), and Waste Antifreeze. The District Sales Manager will play a crucial role in training the sales team, ensuring they have the necessary information and resources to achieve their goals, and holding each team member accountable for their activities and results. The District Sales Manager will conduct weekly team calls and individual one-on-one meetings with each team member to effectively manage performance, discuss goals, territory plans, and activities. This position requires travel to accompany each team member at least once per quarter. The manager will oversee the team to ensure they meet their monthly and quarterly targets for new growth and budgeted quotas, while also pushing for additional growth opportunities. Communication with service branches within the territory is essential to address inventory, delivery, and customer service needs, and collaboration with fellow District Sales Managers and the Director is necessary to meet and exceed sales growth initiatives. Safety-Kleen prioritizes health and safety, offering competitive wages, comprehensive health benefits after 30 days of full-time employment, a group 401K with company matching, generous paid time off, company-paid training, and tuition reimbursement. The company fosters a positive and safe work environment and provides opportunities for growth and development at all career stages.

Responsibilities

• Direct management of the sales team, including training, team calls, and one-on-one accountability for activities and results.
• Create agendas for weekly calls with the sales team based on recent issues and events to maintain momentum in growing territories.
• Obtain a minimum quarterly and yearly goal in growth and meet or exceed quarterly and annual revenue objectives.
• Establish extensive knowledge of competitive pricing, strategy, and market rates to ensure an acceptable win rate at acceptable margins.
• Maintain daily awareness of direct report sales activities and results.
• Complete joint sales calls with Account Managers to help grow business and provide coaching and feedback.
• Conduct performance evaluations of key performance indicators and statistics to monitor progress in attaining goals.
• Communicate and interact with facility and service management to ensure that customers' needs are met.
• Promote communication and coordination between sales, operations, customer service, and customers.
• Oversee annual sales revenues budget changes and ensure timely and accurate submission of expense reports from direct reports.
• Work with the appropriate Director in formulating, developing, prioritizing, and implementing market strategies, market penetration, and business goals and objectives.
• Collaborate with fellow District Sales Managers to ensure teamwork and to meet and exceed goals set with the Director.
• Work with LOB sales in developing business plans and priorities for targeting new cross-sell opportunities.
• Complete regular ride-alongs with Account Managers and provide constructive feedback through Route Ride forms.
• Collaborate with operational personnel to evaluate all potential approaches for new opportunities.

Requirements

• Bachelor's degree in business administration, marketing, or a related field (alternative combinations of education and experience may be accepted in lieu of a degree).
• Minimum of 2 years direct management experience in a sales industry with proven effectiveness and sales growth.
• 5+ years of B2B sales experience, preferably in the industrial, automotive, or environmental services markets.
• Valid driver's license and reliable form of transportation required.
• Ability to travel overnight as needed.
• Excellent computer skills (MS Applications: Word, Excel, PowerPoint).
• Time and territory management skills to ensure focus on value-added sales activities.
• Strong collaboration skills and the ability to facilitate a service team approach to ensure customer satisfaction and follow-through.
• Strong negotiation skills and the ability to drive decision-making.

Benefits

• Competitive wages
• Comprehensive health benefits coverage after 30 days of full-time employment
• Group 401K with company matching component
• Generous paid time off
• Company paid training
• Tuition reimbursement
• Positive and safe work environments
• Opportunities for growth and development for all stages of your career