Area Sr. Manager Municipal Sales

  • Green Job Crawler
  • Phoenix, AZ
  • 24 Mar, 2020

Job Description

Republic Services is an industry leader in U.S. recycling and non-hazardous solid waste disposal. Through our subsidiaries, Republic’s collection operations, transfer stations, recycling processing centers, landfills and environmental services provide effective solutions to make recycling and waste disposal effortless for our 14 million customers nationwide. Our 36,000 employees working in 41 states and Puerto Rico are committed to providing a superior customer experience while helping ensure a cleaner, safer and healthier world for future generations. **Why Work with Us** At Republic Services, we strive to create a workplace that is meaningful and rewarding at every level of our organization. Our employees thrive in an atmosphere where safety is revered, and each person can be a compassionate steward of our environment. We hire the best people to make Republic a great place to work. We are focused on attracting talented individuals across professions who are as committed to serving customers and the planet as we are. We’re proud to be recognized on Barron’s 100 Most Sustainable Companies, Forbes World’s Most Innovative Companies, Forbes Best Employers for Women, Forbes Best Large Employers and Ethisphere’s World’s Most Ethical Companies lists. Republic is also the only company in our industry that is a certified Great Place to Work. POSITION SUMMARY: The Area Sr Manager, Municipal Sales provides leadership, strategic guidance, support and expertise to Area Presidents and General Managers, and directly supervises Managers, Municipal Sales in each Division on a daily basis in the design and implementation of sales strategy for new and re-bid municipal hauling and homeowner association sales opportunities to insure growth, retention, and quality of revenue in the Area. The Area Sr Manager, Municipal Sales assists in setting goals and targeted accounts for each Manager, Municipal Sales and measures success against those goals on a regular basis. The Area Sr Manager, Municipal Sales provides coaching to the Manager, Municipal Sales on an on-going basis and reviews performance with the VP or Director, Municipal Services on regular intervals.The Area Sr Manager, Municipal Sales is also responsible for coordinating with the Government Affairs team regarding government relations and municipal sales-related activities within the Area to improve and maintain relationships, as well as organization consistency and comprehensiveness of related policies, programs and systems. The Area Sr Manager, Municipal Sales develops and achieves high standards through improved training, communication and a cooperative effort. In addition, The Area Sr Manager, Municipal Sales leads the sales effort for targeted large scale municipal services privatization and outsourcing opportunities in conjunction with the Director, Public Private Partnerships. The Area Sr Manager, Municipal Sales is also responsible for the implementation of sales strategies for targeted new privatization or outsourced municipal infrastructure sales opportunities. PRINCIPAL RESPONSIBILITIES: + Supports Area Presidents and General Managers and is responsible for the preparation and implementation of Area municipal marketing and sales plans including: Measuring current market share, identifying the target market and creating strategies to increase market share; Assessing the external environment including municipalities, competitors and legislation; Coaching and developing the Division Municipal Services Manager, which includes hiring, training, performance management and other related issues. Directly responsible for identifying the targeted privatization opportunities while creating strategies to convert prospects into customers. Nurturing and expanding relationships with the top 10 accounts in the respective Areas of responsibility. Works closely with Area and Corporate leadership to determine strategic objectives for the Area in relation to the municipal and homeowner association markets to include customer retention, customer prospecting and price increase strategies. Responsible for assisting in the RFP and Proposal Development to include preparing, assembling, packaging and delivering all proposals. Participates as needed in contract negotiations for all new and re-bid sales for the Area. Regularly holds Blue Sheet sessions to effectively manage new sales opportunities and re-bid targets. Develops and maintains positive community relations/image through involvement in civic and trade organizations, elected officials and other key contacts. + Responsible for new sales and retention, analyzing trends and providing effective feedback to Area President and the VP or Director Municipal Sales in order to maintain or improve sales performance. Reviews sales activity funnel on an on-going basis with VP or Director Municipal Sales. + Responsible for populating and maintaining the Contact Relationship Management System (Salesforce) on an on-going basis. Reviews Salesforce compliance and data accuracy with their direct reports to insure the system data is up to date. Uses reports derived from Salesforce to provide coaching and input to the Manager, Municipal Sales. + Completes and submits monthly Municipal Scorecard information on wins/losses/retention/extension activity. + Effectively communicates company objectives, goals, plans, and relates concerns on legislation and maintains relationships with government officials. Participates in local National Solid Wastes Management Association (NSWMA) and Solid Waste Association of North America (SWANA) organizations on a regular basis in their assigned territory. + Creates and maintains effective reporting systems and communication to and with senior management. Safeguards confidential information. + May seek out and coordinate development of new solid waste infrastructure projects and manages projects through the development cycle and conclusion, working in coordination with Business Development. + Performs other job-related duties as assigned or apparent. + This position may require travel by air, car and/or other modes of transportation up to 80% of the time. QUALIFICATIONS: + Bachelor’s degree in Business, Marketing or related field. + Waste, transportation or service industry experience. + Municipal and/or government sales and marketing or government relations experience. + Knowledge of all facets of sales strategy and implementation including market research, customer prospecting, sales promotion and customer retention strategies. + Strong knowledge on the workings of government including the legislative process, procurement regulations and bidding procedures. + Excellent written and oral communication skills. + Effective interpersonal communication across various levels of the organization and with external customers and vendors. + Strong analytical skills and a focus on adding value to company. + Ability to effectively manage multiple tasks. + Ability to train and mentor new sales talent. + Completion of municipal sales training programs. MINIMUM REQUIREMENTS: + High school diploma or G.E.D. + Minimum of 7 years of long-term cycle sales and/or sales management experience. **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. • 401(k) 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._ 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. We work for Earth. Every day, we come to work with two purposes in mind – serving our customers and doing our part to preserve our Blue Planet®. Our commitment to both has led to such things as landfill innovations, solar energy projects, community education designed to teach people to properly recycle, ongoing efforts to reduce our vehicle emissions and improving safety through technology—to name a few. To put it simply, we are 35,000 guardians of the environment, striving to make the world a better place. Republic Services is more than a recycling and waste services company. We are a company dedicated to turning waste into possibilities. Together, united under the Republic Star, we are working for a cleaner, safer and healthier world where people thrive, not just for today, but for generations to come.