Director, Mergers & Acquisitions

About the Role

The Area Director, Municipal Sales is a senior role that oversees the company’s largest and most complex municipal portfolio. Reporting to the Vice President of Municipal Sales, the director provides expert leadership, strategic guidance, and support to area presidents, general managers, and municipal sales managers. The position also collaborates closely with Government Affairs to shape legislative strategy and work with lobbyists on state and federal initiatives that protect the business. Responsibilities include setting goals, identifying target accounts, measuring market‑share performance, and coaching municipal sales managers on an ongoing basis. The director works with area and corporate leaders to develop strategies for customer retention, prospecting, price increases, and privatization opportunities, while also guiding the RFP and proposal development process and participating in contract negotiations. Regular Blue Sheet sessions are used to manage new sales opportunities and rebids, and community relations are maintained through participation in civic and trade organizations. • Develop and implement Area Municipal Sales plans, measure market share, and identify target markets. • Assess external environment (municipalities, competitors, legislation) to inform strategy. • Coach, train, and manage performance of Manager, Municipal Sales, including hiring. • Identify and convert privatization opportunities into customers. • Nurture and expand relationships with top 10 accounts in the area. • Collaborate with Area and Corporate leadership on retention, prospecting, and pricing strategies. • Mentor managers in RFP and proposal development; support contract negotiations. • Conduct Blue Sheet sessions to manage new sales opportunities and rebids. • Maintain community relations and brand image through civic and trade organizations. • Ensure Salesforce data accuracy and use reports for coaching and performance tracking. • Communicate company objectives and legislative concerns to government officials.

Key Responsibilities

• ▸sales planning
• ▸market share
• ▸team coaching
• ▸rfp development
• ▸salesforce reporting
• ▸community relations

What You Bring

The role requires extensive experience in the waste, transportation, or related service industries, as well as a strong background in municipal and government sales, marketing, or relations. Candidates must understand all facets of sales strategy, including market research, prospecting, promotion, and retention, and possess deep knowledge of legislative processes, procurement regulations, and bidding procedures. Completion of municipal sales training programs is also required. • Travel up to 80% of the time by air, car, or other transportation. • Experience in waste, transportation, or service industry. • Municipal and/or government sales and marketing or government relations experience. • Knowledge of sales strategy, market research, prospecting, promotion, and retention. • Understanding of legislative process, procurement regulations, and bidding procedures. • Completion of municipal sales training programs.

Requirements

• ▸waste
• ▸transportation
• ▸government sales
• ▸market research
• ▸procurement
• ▸municipal training

Benefits

Compensation includes a salary range of $200,400 to $275,550, with an annual incentive target of 35 % of base pay. A comprehensive benefits package offers medical, dental, vision, flexible spending accounts, disability and life insurance, an employee assistance program, discount programs, a 401(k) with company match, an employee stock purchase plan, and paid time off. • Comprehensive medical, dental, and vision coverage. • Health care and dependent care spending accounts. • Short- and long-term disability insurance. • Life insurance and accidental death & dismemberment coverage. • Employee and Family Assistance Program (EAP). • Employee discount programs. • 401(k) plan with generous company match. • Employee Stock Purchase Plan (ESPP). • Paid Time Off (PTO).

Work Environment

Hybrid