Territory Sales Manager - ES

Description

• Analyzes and customizes Environmental Services’ sales force structure against defined sales opportunities in the defined marketplace.
• Develops and implements comprehensive business strategies, and sales and marketing plans that complement the overall operating plan for the business units under the Sales Manager’s responsibility.
• Works with the business unit teams to understand and implement key processes and identify and solve for constraints while proactively identifying customer hurdles.
• Assist with new customer solicitation, bid preparation and customer retention strategies.
• Develops and maintains a thorough knowledge of the Company’s available services, lines of business, pricing and structures to assist sales staff selling circumstances as the need arises.
• Manages sales performance and customer interaction through a leading CRM tool. Regularly reviews sales activity funnels and results in comparison to new sales and retention goals to drive the organization toward achievement of budgeted expectations.
• Participates with business unit leadership to develop and implement pricing strategy to meet Company objectives.
• Reviews Customer Service Agreements for terms and conditions pricing, accuracy and other requirements.
• Monitors, gathers data, and analyzes the effectiveness of various customer, sales, and marketing programs and initiatives and provides effective feedback to relevant departments.
• Leads their assigned sales team through the establishment and implementation of “value selling and a standardized sales process.”
• Directs a staff of sales and administrative personnel, including responsibility for hiring, training and performance coaching and management; complete weekly “ride-alongs” with sales personnel to provide training and coaching.
• Maintains an awareness of market behavior and competitive trends in designated market to anticipate changing customer needs; proactively manages customer base.
• Fosters an atmosphere conducive for professional development and career advancement. Identifies talent gaps, creates action plans and manages development and performance.

Requirements

• Valid driver’s license (Required)
• Experience with a focus on sales, client relations and/or business development with proven expertise in petro-chemical in-plant waste management, environmental services, and industrial services, including hazardous and non-hazardous waste streams.
• Strong proven experience managing in a matrix organization across a large geographic area.
• Good time management skills to ensure assigned responsibilities are completed in an efficient manner.
• Minimum of 3 years of progressive experience in a sales role, including experience in peer leadership or supervision of other sales personnel. (Required.)
• Experience developing comprehensive strategies.
• Experience using business and sales software (i.e. Outlook, Excel, Salesforce or other CRM tools, etc.).
• High School Diploma or GED (Required)
• Good communication skills (written and verbal); can effectively communicate to all levels of management, both internally and externally.
• Has the ability to identify the information needed to clarify a situation; seeks information from appropriate sources; can tackle a problem using logical, sequential approach and can anticipate the implications of actions.
• Ability to foster teamwork and enlist the support and participation of others.
• 5 years’ experience in a role that includes supervising or managing sales personnel and activities (preferred)

Benefits

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

Training + Development

Interview process

Visa Sponsorship

Security clearance