Territory Sales Manager - Environmental Solutions

$97,790 - $153,670/Yr

Republic Services - Long Beach, CA

Full-time - Senior

Long Beach, CA

10,001+ employees

Waste Management and Remediation Services

About the position

The Territory Sales Manager - Environmental Solutions at Republic Services is a pivotal role responsible for overseeing the sales team dedicated to managing both non-hazardous and hazardous waste streams. This position requires a strategic mindset to plan, organize, direct, and coordinate the activities of the sales team effectively. The Territory Sales Manager will implement comprehensive business strategies and sales plans that align with the overall operating objectives of the business units under their purview. The role is designed to maximize sales volume, drive targeted profitable growth, and foster the professional development of the sales staff. In this capacity, the Territory Sales Manager will lead a team of sales and administrative personnel, taking charge of hiring, training, and performance management. Regular engagement with the sales team through weekly “ride-alongs” will be essential for providing hands-on training and coaching. The manager will utilize a leading Customer Relationship Management (CRM) tool to monitor sales performance and customer interactions, ensuring that the team meets new sales and retention goals. Establishing a standardized sales process and promoting a culture of value selling will be key responsibilities. The role also involves analyzing market behavior and competitive trends to anticipate changing customer needs, thereby proactively managing the customer base. The Territory Sales Manager will collaborate with business unit leadership to develop pricing strategies and assist in customer solicitation and retention efforts. This position is integral to maintaining a thorough understanding of the company's services and pricing structures, which will aid the sales staff in their selling circumstances. Overall, the Territory Sales Manager will play a crucial role in driving the success of the Environmental Services sales team and contributing to the company's mission of sustainability and customer satisfaction.

Responsibilities

• Develop and implement comprehensive business strategies and sales plans.
• Achieve consistent results through superior performance.
• Direct a staff of sales and administrative personnel, including hiring, training, and performance coaching.
• Conduct weekly ride-alongs with sales personnel for training and coaching.
• Manage sales performance and customer interaction using a leading CRM tool.
• Regularly review sales activity funnels and results against sales and retention goals.
• Lead the sales team in establishing and implementing value selling and a standardized sales process.
• Foster an atmosphere conducive to professional development and career advancement.
• Identify talent gaps and create action plans for development and performance management.
• Work with business unit teams to understand and implement key processes and solve customer hurdles.
• Develop and maintain knowledge of the company's services, pricing, and structures to assist sales staff.
• Analyze and customize the sales force structure against defined sales opportunities.
• Monitor and analyze the effectiveness of customer, sales, and marketing programs and provide feedback.
• Assist with new customer solicitation, bid preparation, and customer retention strategies.
• Participate in developing and implementing pricing strategies with business unit leadership.
• Maintain awareness of market behavior and competitive trends to anticipate customer needs.
• Review Customer Service Agreements for accuracy and compliance.
• Perform other job duties as assigned.

Requirements

• 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 (preferred).
• Experience using business and sales software (i.e., Outlook, Excel, Salesforce or other CRM tools).
• Experience developing comprehensive strategies.
• Strong proven experience managing in a matrix organization across a large geographic area.
• Self-motivated with a strong work ethic and competitive drive.
• Good communication skills (written and verbal) to effectively communicate at all levels of management.
• Good time management skills to ensure efficient completion of responsibilities.
• Ability to identify necessary information to clarify situations and tackle problems logically.
• Ability to foster teamwork and enlist support from others.
• Experience in sales, client relations, and/or business development, particularly in petro-chemical in-plant waste management.

Nice-to-haves

• Experience in environmental services and industrial services, including hazardous and non-hazardous waste streams.

Benefits

• AD&D insurance
• Employee stock purchase plan
• Disability insurance
• Health insurance
• Dental insurance
• Flexible spending account
• Employee assistance program
• Vision insurance
• 401(k) matching
• Employee discount
• Life insurance