Director of Sales

Title: Director of Sales Reports to: Chief Executive Officer

Direct Reports: All Western NY Regionally based Sales Representatives

Position Summary

The Director of Sales will have primary responsibility to provide sales team leadership and oversight for team members that interface with Modern’s extensive regional Western NY commercial and municipal client base. Collaborating with Modern’s Business and Operational team leaders, the Director of Sales will help to set the strategic direction for customer retention and customer acquisition at Modern. The position is responsible for sales processes, value functions (e.g., pricing models and pricing reviews) and coordination of customer solutions. The Director will seek to optimize the sales process through a mix of external and inside sales practices that maximize organizational profitability and help drive customer retention and satisfaction.

Essential Responsibilities

• Develop and coach direct reports, sets clear expectations and manage the results of the team.
• With input and consideration from other organizational disciplines, plan, develop, organize, implement, direct, and evaluate the organization's sales strategy.
• Develop, manage, and monitor Key Performance Indicators (KPIs) to gauge effectiveness of all sales functions, focusing on efficiency and customer retention.
• Drive profitable growth through the development of the Sales Team, sales processes and procedures, and management of sales talent.
• Ensure full utilization of the company’s customer management tools and resources.
• Manage contract administration to ensure the company is meeting all agreed provisions of all contracts and effectively manages renewals and extensions.
• Develop and manage a customer solutions model to integrate customers with the company, and foster long term relationships focused on revenue growth, profitability, and sustainability.
• Manage the usage of sales management tools across all areas of sales to ensure proper reporting of leads, closures, profitability, growth, and financials for the company.
• Assist in the creation of marketing and advertising collateral to create brand awareness and strong brand presence in current and future markets.
• Participate in the development of the corporation's plans and programs as a strategic partner to operations and customer service.
• Conduct market research and interpret results into actionable directives.
• Other job duties as assigned.
  
  

The statements herein intend to describe the general nature and level of work performed by employees and should not be interpreted as an exhaustive list of responsibilities, duties, and skills required by personnel so classified. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the Company.

Supervisory Responsibilities

• Build and develop talent on the team, understand employees’ career goals and provide coaching to get employees ready for advancement with the Company.
• Supervise and manage performance; ensure that tasks are delegated appropriately and completed by monitoring performance and holding employees accountable for meeting expectations.
• Provide ongoing coaching and feedback to staff, deliver corrective action and discipline when necessary, and document all performance issues.
• Ensure employees adhere to company policies and legal regulations, engage with HR when appropriate.
• Manage conflict and crisis; proactively anticipate, manage, and constructively resolve conflicts and disagreements.
• Monitor employee time and attendance, minimizing overtime and ensuring that employees do not exceed limits established by regulatory agencies.
• Ensure accuracy, compliance and provide approval for commission remuneration.
  
  

Education And Experience

• Bachelor’s degree required, or Five years sales management and leadership experience in the Waste Industry.
• Seven to ten years of sales experience, preference to the Waste Industry, with Five years’ experience of management and leadership.
  
  

Demonstrated Skills And Abilities

• Excellent verbal, writing, and presentation communication skills
• Strong history of mentoring, coaching and growing talent.
• Ability to work effectively and collaboratively with all company divisions and at all levels in a way that promotes overall company success.
• Strength in initiative-taking, and a demonstrated history in proactively identifying improvement opportunities and acting upon them.
• Ability to prioritize multiple tasks demanding immediate attention, and to manage multiple, on-going, concurrent responsibilities.
• Commitment to integrity, ethical behavior, and confidentiality.
• Demonstrable experience as a group sales leader, developing client-focused solutions that maximize mutual interests.
• A deep understanding of marketable services/products and achievable solutions in the waste industry – or a closely relatable industry with similar characteristics.
• Strong Excel, Word, PowerPoint, and technical skills including sales forecasting, data analysis, and sales solutions.
• BA/BS degree or equivalent experiences.
  
  

Benefits At Modern

• Medical, Dental and Vision Coverage
• Retirement Savings with Employer Match
• Health Savings Accounts
• Voluntary Insurance Products
• Employee Assistance Program
• Paid Time Off
• Paid Holidays
• Direct Deposit/Electronic Paystubs
• Discount Memberships
• Company-Sponsored Events
  
  

Modern Corporation is an Equal Opportunity Employer and is committed to providing all applicants and employees the right to equal employment opportunities with regards to all aspects of the employment relationship. The Company will not engage in discriminatory practices against any applicant for employment or employee of the Company because of race, color, religion, marital status, familial status, military or veteran status, disability (including pregnancy-related conditions), creed, sex, sexual orientation, gender, gender identity or expression, transgender status, age, national origin, ancestry, domestic violence victim status, genetic predisposition or carrier status, genetic information, known relationship or association with any member of a protected class, or any other legally protected class or status.