Territory Sales Manager - ES

POSITION SUMMARY

The Territory Sales Manager - ES is responsible for planning, organizing, directing and coordinating the activities of the sales team for Environmental Services, which provides its customers with non-hazardous and hazardous waste stream management, to effectively execute sales strategies that will maximize sales volume, drive targeted profitable growth and professionally develop the sales staff.

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. Achieves consistent results through superior performance. 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.

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. Leads their assigned sales team through the establishment and implementation of "value selling and a standardized sales process." Fosters an atmosphere conducive for professional development and career advancement.

Identifies talent gaps, creates action plans and manages development and performance. Works with the business unit teams to understand and implement key processes and identify and solve for constraints while proactively identifying customer hurdles. 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.

Analyzes and customizes Environmental Services’ sales force structure against defined sales opportunities in the defined marketplace. Monitors, gathers data, and analyzes the effectiveness of various customer, sales, and marketing programs and initiatives and provides effective feedback to relevant departments. Assist with new customer solicitation, bid preparation and customer retention strategies. Participates with business unit leadership to develop and implement pricing strategy to meet Company objectives.

Maintains an awareness of market behavior and competitive trends in designated market to anticipate changing customer needs; proactively manages customer base. Reviews Customer Service Agreements for terms and conditions pricing, accuracy and other requirements. Performs other job duties as assigned or apparent.

Minimum of 3 years of progressive experience in a sales role, including experience in peer leadership or supervision of other sales personnel. (Required.) High School Diploma or GED (Required) Valid driver’s license (Required) 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, etc.).

Experience developing comprehensive strategies. Strong proven experience managing in a matrix organization across a large geographic area. Is self-motivated; maintains a feeling of pride in work; has a strong work ethic and strives to achieve all goals; is competitive and has a strong drive to win; takes appropriate risks. Good communication skills (written and verbal); can effectively communicate to all levels of management, both internally and externally.

Good time management skills to ensure assigned responsibilities are completed in an efficient manner. Has the ability to identify the information needed to clarify a situation;…