Area Sr Mgr Municipal Sales at Republic Services

Phoenix, Arizona, United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Waste Management, Municipal ServicesIndustries

Requirements

Experience in municipal sales, particularly in hauling, homeowner associations, privatization, and outsourcing opportunities
Leadership and supervisory skills to manage Managers, Municipal Sales and provide coaching, hiring, training, and performance management
Knowledge of sales strategy development, goal setting, market share analysis, target market identification, and competitive/legislative assessment
Proficiency in RFP/proposal development, contract negotiations, and sales funnel management (e.g., Blue Sheet sessions)
Ability to coordinate with Government Affairs, Area Presidents, General Managers, and corporate leadership on strategic objectives, customer retention, prospecting, and price increases
Familiarity with Salesforce (Contact Relationship Management System) for data maintenance, compliance, reporting, and coaching
Skills in community relations, including involvement in civic/trade organizations and relationships with elected officials
Analytical skills for trend analysis, sales performance feedback, and monthly scorecard reporting on wins/losses/retention/extensions

Responsibilities

Provide leadership, strategic guidance, support, and daily supervision to Area Presidents, General Managers, and Managers, Municipal Sales in designing and implementing sales strategies for new and re-bid municipal hauling and homeowner association opportunities to ensure growth, retention, and revenue quality
Assist in setting goals and targeted accounts for Managers, Municipal Sales, measure success regularly, provide ongoing coaching, and review performance with VP or Director, Municipal Services
Coordinate with Government Affairs team on government relations and municipal sales activities to improve relationships, policies, programs, and systems
Develop and achieve high standards through improved training, communication, and cooperative efforts
Lead sales efforts for targeted large-scale municipal services privatization and outsourcing opportunities in conjunction with the Director, Public Private Partnerships, and implement strategies for new privatization or outsourced infrastructure sales
Prepare and implement Area municipal marketing and sales plans, including measuring market share, identifying target markets, assessing external environment (municipalities, competitors, legislation), and creating strategies to increase market share
Coach and develop Division Municipal Services Managers, including hiring, training, performance management, identifying privatization opportunities, nurturing/expanding top 10 accounts, and converting prospects to customers
Work with Area and Corporate leadership to determine strategic objectives for municipal and homeowner association markets, including customer retention, prospecting, and price increase strategies
Assist in RFP and proposal development (preparing, assembling, packaging, delivering), participate in contract negotiations for new and re-bid sales, and hold Blue Sheet sessions for sales opportunities and re-bid targets
Develop and maintain positive community relations through involvement in civic/trade organizations, elected officials, and key contacts
Manage new sales and retention, analyze trends, provide feedback to Area President and VP/Director Municipal Sales, and review sales activity funnel ongoing
Populate and maintain Salesforce, review compliance and data accuracy with direct reports, use reports for coaching Managers, Municipal Sales
Complete and submit monthly Municipal Scorecard on wins/losses/retention/extension activity
Effectively communicate company information (as described)