Manager Municipal Sales at Republic Services

Hickory, North Carolina, United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Waste Management, Municipal ServicesIndustries

Requirements

Politically astute in dealings with clients and decision-makers
Ability to prospect, sell, and manage business relationships in the municipal market
Proficiency in negotiating pricing and contracts, including extensions
Experience preparing and delivering RFP responses, bids, sales presentations, and following up with key decision-makers
Skilled in developing and implementing comprehensive account plans (sales, marketing, service strategies)
Capable of conducting on-site client reviews, documenting deficiencies, and recommending corrective actions
Awareness of market dynamics and competitors' activities
Ability to attend industry trade shows, bid conferences, council/board meetings, and participate in associations/trade groups
Proficiency in maintaining sales documentation (e.g., Blue sheets, Sales Funnel, Client Profile) and CRM systems weekly
Coordination skills with operations, pricing, corporate development, and government affairs teams

Responsibilities

Develop and implement division sales strategy for municipal contract extensions, retentions, and new business (hauling and homeowner associations)
Prospect, sell, and proactively manage business relationships within assigned division for municipal market
Negotiate pricing and contracts, including extensions, ensuring approved terms are met
Attend bid conferences, prepare/deliver RFP responses, bids, sales presentations, and follow up with decision-makers
Develop and implement account plans to achieve annual sales and profit objectives; involve Area President/General Manager as needed
Meet regularly with key decision-makers in municipalities, state/federal agencies to enhance company position and provide value-added services
Conduct on-site client reviews and ongoing Municipal Waste Assessments, document deficiencies, and recommend corrective actions to operations
Maintain awareness of market dynamics/competitors, attend trade shows, participate in industry associations/community groups
Develop/implement strategies to increase account penetration, satisfaction, and profitable retention
Coordinate with operations management on sales, surveys, service efforts, and problem resolution
Meet with Pricing/Corporate Development for proforma development on new/extension/retention opportunities; assist with delinquent accounts
Seek/coordinate new solid waste infrastructure projects through development cycle
Prepare/maintain sales documentation and populate CRM system weekly
Attend council/board meetings as necessary
Prepare/deliver responses to customer issues and follow up with decision-makers
Support and manage government affairs activities in assigned division