Area Sr Mgr Municipal Sales at Republic Services

Berwyn, Pennsylvania, United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Waste ManagementIndustries

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, training, performance management, and hiring
Strategic planning expertise for developing sales and marketing plans, setting goals, measuring market share, assessing external environments (municipalities, competitors, legislation), and increasing market share
Proficiency in RFP and proposal development, including preparation, assembly, packaging, and delivery
Skills in contract negotiations for new and re-bid sales
Ability to analyze sales trends, review sales activity funnels, and provide feedback to senior leadership
Knowledge of Salesforce (Contact Relationship Management System) for populating, maintaining data accuracy, generating reports, and ensuring compliance
Experience coordinating with government affairs teams on relations, policies, programs, and systems
Capability to nurture and expand relationships with top accounts, elected officials, civic/trade organizations, and key contacts
Strong communication and organizational skills for maintaining Municipal Scorecards, holding Blue Sheet sessions, and reporting on wins/losses/retention/extension activity

Responsibilities

Provide leadership, strategic guidance, support, and expertise to Area Presidents, General Managers, and directly supervise Managers, Municipal Sales in designing and implementing sales strategies for new and re-bid municipal hauling and homeowner association opportunities
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
Lead sales efforts for targeted large-scale municipal services privatization and outsourcing opportunities in conjunction with 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 environments, and creating strategies to increase market share
Coach and develop Division Municipal Services Managers, including hiring, training, performance management, and related issues
Identify targeted privatization opportunities, create strategies to convert prospects to customers, and nurture/expand relationships with top 10 accounts
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, prepare/assemble/package/deliver proposals, and participate in contract negotiations for new and re-bid sales
Hold Blue Sheet sessions to manage new sales opportunities and re-bid targets, develop/maintain positive community relations through involvement in civic/trade organizations and key contacts
Drive 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