Job Description
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.
PRINCIPLE RESPONSIBILITIES:
- 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.
QUALIFICATIONS:
- 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; 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.
- 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.
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