What are the responsibilities and job description for the Territory Sales Manager position at Republic Services?
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 :
