Manager, Municipal Sales

Position Summary

The Manager, Municipal Sales is responsible for the development and implementation of the division sales strategy for municipal contract extensions, retentions, and new business of municipal hauling and homeowner association sales opportunities, to ensure growth, retention, and quality of revenue in the division/area.

• Prospect, sell, and proactively manage the business relationship within an assigned division for the municipal market.
• Negotiate pricing and contracts, including contract extensions, as appropriate, and ensure that all approved contract terms are met.
• Attend bid conferences as necessary and prepare and deliver responses to RFPs and bids, including sales presentations and direct follow‑up with key decision‑makers.
• Develop and implement comprehensive account plans (sales, marketing, and service programs/strategies) to achieve annual sales and profit objectives within the assigned territory.
• Coordinate with the Area President and/or General Manager in sales and government relations activities as needed.
• Meet regularly with key decision‑makers within assigned municipalities, state and federal agencies to enhance the company’s position and bring value‑added services to the relationship.
• Conduct on‑site client reviews continually to ensure quality service delivery, document deficiencies, and recommend corrective action to the operations team.
• Maintain awareness of market dynamics and competitors’ activity in areas where the company conducts business.
• Attend industry trade shows and participate in local or state industry associations and trade groups.
• Develop and implement approved strategies and activities to increase account penetration and satisfaction, ensuring profitable client retention.
• Meet with operations management to coordinate sales, surveys, and service efforts for assigned accounts/territory.
• Exercise political astuteness in daily dealings with client families.
• Collaborate with Pricing and Corporate Development teams to coordinate proforma development for new, extension, and retention opportunities, and assist with collection/accounting adjustments for delinquent accounts.
• Seek out and coordinate development of new solid waste infrastructure projects, managing projects through the development cycle and conclusion in coordination with Corporate Development.
• Prepare and maintain all sales documentation (Blue sheets, Sales Funnel, Client Profile, etc.) by populating and maintaining the CRM system on a weekly basis.
• Attend council and/or board meetings as necessary.
• Perform other job‑related duties as assigned.

• Knowledge of all facets of sales strategy and implementation including market research, customer prospecting, sales promotion, and customer retention strategies.
• Completed municipal sales training programs.
• Excellent oral and written communication skills.
• Strong interpersonal skills and ability to effectively manage multiple tasks.
• Sales or customer relationship experience.
• Governmental sales experience.
• Waste or environmental services industry experience.
• Past service as an elected government official.

• High school diploma or G.E.D.
• Minimum of 3 years of experience in government sales or relations activities and customer contact position, government relations and customer contact position or the waste industry as a sales manager or similar position.

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

Republic Services is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, protected veteran status, relationship or association with a protected veteran (spouses or other family members), genetic information, or any other characteristic protected by applicable law.