Area Sr Mgr Municipal Sales

Overview

Leads municipal sales strategy, coaches managers, and drives growth in targeted areas.

Key Responsibilities

• reporting
• marketing
• salesforce
• project development
• rfp development
• contract negotiations

Tasks

-Creates and maintains effective reporting systems and communication to and with senior management. Safeguards confidential information. -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. -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. -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. -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. -Completes and submits monthly Municipal Scorecard information on wins/losses/retention/extension activity.

Requirements

• sales strategy
• government knowledge
• 7+ years
• high school
• mentoring
• travel

What You Bring

-Knowledge of all facets of sales strategy and implementation including market research, customer prospecting, sales promotion and customer retention strategies. -Excellent written and oral communication skills. -Strong analytical skills and a focus on adding value to company. -Effective interpersonal communication across various levels of the organization and with external customers and vendors. -Completion of municipal sales training programs. -This position may require travel by air, car and/or other modes of transportation up to 80% of the time. -Strong knowledge on the workings of government including the legislative process, procurement regulations and bidding procedures. -Waste, transportation or service industry experience. -Municipal and/or government sales and marketing or government relations experience. -Minimum of 7 years of long-term cycle sales and/or sales management experience. -High school diploma or G.E.D. -Ability to train and mentor new sales talent. -Ability to effectively manage multiple tasks.

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Benefits

-Health care and dependent care spending accounts. -Employee Stock Purchase Plan (ESPP). -Comprehensive medical benefits coverage, dental plans and vision coverage. -Employee discount programs. -Life insurance and accidental death & dismemberment insurance. -Great Place to Work -Retirement plan with a generous company match. -Short- and long-term disability. -Employee and Family Assistance Program (EAP).

About Republic Services

-It operates collection, transfer, recycling centers, landfills and energy‑from‑waste facilities across the U.S. -Typical projects include curbside residential pickup, commercial/industrial waste hauling, recycling operations and landfill gas‑to‑energy plants. -Specialisms span residential and commercial collection, industrial waste services, recycling processing, hazardous waste treatment, and renewable energy generation.

Sector Specialisms