Regional Sales Manager

Overview

Regional Sales Manager role at Casella Waste Systems, Inc.

This role is offered on a hybrid basis, with a combination of in-office and remote work.

The Regional Sales Manager (RSM) leads the development of the sales strategy and required actions to achieve their assigned region’s revenue goals in total as well as by line of business, ensuring profitable revenue growth and retention. The incumbent actively coaches, develops, and mentors regional sales professionals, primarily Territory Sales and Commercial Services Representatives, ensuring successful execution of division and region sales strategies.

Additionally, the incumbent collaborates with the sustainable growth team to deliver coordinated sales strategy, training, CRM support, and commission planning to regional and division sales professionals.

• Ensures achievement of regional financial goals through successful development and execution of division and region sales strategy.
• Manages and directs sales team to achieve set sales goals and year-over-year growth of budgeted revenue and EBIT goals.
• Manages multiple divisions within a region and customizes sales targets that align with broader Market Area growth strategies.
• Tracks pricing program performance and works with sales representatives to take corrective action where applicable.
• Communicates with controller and division managers on progress of price increases and price programs.
• Analyzes current business trends and development performance within the CRM system and recommends sales and marketing strategies based on results; collaborates with division and regional leaders to identify achievable sales goals for profitable growth.
• Tracks and manages key performance indicators (KPI) to develop future sales and marketing strategies.

• Provides coaching, mentoring, and support to sales professionals across the region in achieving long-term and short-term sales goals set by the regional and executive team.
• Coaches and mentors both developing and experienced sales professionals on setting and attaining goals, executing marketing plans, and utilizing available technological resources to optimize performance.
• Conducts quarterly key accountability reviews for all sales reps and provides coaching to ensure key accountabilities are achieved.
• Develops and implements specialized sales strategies and training to ensure continuous improvement in achieving sales goals across the region.

• Holds sales team accountable for accurate and timely CRM usage with pre/post plans for all opportunities tracked in CRM.
• Drives development of regional sales plans that yield sustainable competitive advantage and translate YOY organic growth with high execution of Market Area strategies.
• Develops a regional growth plan in conjunction with the budget process prior to the start of the fiscal year.
• Collaborates with sustainable growth, resource solutions, and regional teams to leverage all available company resources and business lines to offer a comprehensive full suite of customer solutions.
• Holds collective sales representatives accountable for identifying and achieving minimum required leads per month for the Solutions Group.
• Ensures development and implementation of specialized sales strategies and training for continuous improvement in customer acquisition and retention.

• Collaborates with division, region, HR, and sustainable growth to identify needed positions, recruit, select, and onboard sales professionals within the geographic region.
• Works closely with departments across the company to ensure consistent sales concepts, efforts, and growth.
• Standardizes sales processes, training, and technology with support from the Sales Operations & Analytics Manager.
• Manages the integration of sales professionals from acquisitions within the region to ensure proper implementation of Casella sales practices and procedures.
• Leads and develops team members by communicating clear goals, coaching, and providing access to training and development opportunities.

• Applies corporate-approved compensation models and works with regional and field management to ensure they are administered as designed.
• Participates in…