Sr. Manager Strategic Services - ES

POSITION SUMMARY

The Senior Manager Strategic Services relies on a thorough understanding of the management and implementation of onsite waste management programs, and services. They will execute the sales process for large and complex industrial and manufacturing customers. Acts as a critical link between the National Accounts sales team, Area Account Executives, and Corporate and Area technical resources to cultivate and orchestrate strategic opportunities for all RSG service lines.

PRINCIPAL RESPONSIBILITIES

• Customer Account Management: Build and manage a portfolio of strategic complex industrial and manufacturing customers’ accounts for waste disposal, transportation, and comprehensive environmental services on a national scale.
• Strategic Planning & Market Analysis: Develops and implements strategic plans and market analysis while working directly with Area and Corporate Teams utilizing current market data to target and acquire new customers.
• Cross-Functional Collaboration: Acts as a link between National Accounts, Area Account Executives, and other strategic sales lines by openly communicating and participating in the selling approach for targeted, highly complex customer segments. Interfaces with and collaborates with key internal executives and technical personnel within Republic Services Corporate and Field Area groups to build a strong internal network of partnership and support.
• Opportunity Execution: Serves as capture lead on strategic opportunities, working with Technical and Transportation staff and National Account and field teams to execute on a well-defined, highly collaborative pursuit strategy to acquire assigned targeted regional and/or national prospects.
• Customer Onboarding: Works with Environmental Solutions Customer Support, Operations and Finance staff to successfully onboard new customers.
• Sales Presentations & Negotiations: Prepares and delivers a broad range of compelling sales presentations to multiple levels and environments within the prospect organization. Effectively manages the follow-up and negotiations with key leaders within client organizations.
• Contract Management: Possesses a thorough understanding of the legal implications of customer contracts and conducts contract negotiations to include involvement with legal review.
• Relationship Building: Maintains and builds rapport with senior and C-level executives to formulate strong, long-term business relationships built on trust and confidence to satisfy key buying criteria and close deals.
• Market Awareness: Develops and maintains a heightened awareness of market dynamics, emerging opportunities, and competitive trends. Facilitates collection and communication of customer data for the organization.
• Product & Service Knowledge: Maintains a thorough working knowledge of the company’s current product and service offering, pricing structure, contract management parameters, policies, and procedures.
• Travel: Travel, some overnight, required as needed.
• Other Duties: Performs other job-related duties as assigned or apparent.

QUALIFICATIONS

• Industry Knowledge: Knowledge of national hazardous waste disposal and transportation landscape (both rail and trucking) highly desirable.
• Sales Performance: A proven track record of generating new business opportunities in the Environmental Field.
• Technical Expertise: Strong technical expertise with an extensive understanding of environmental solutions, and regulatory compliance.
• Communication Skills: Excellent verbal and written communication skills, including strong presentation skills and the ability to produce high quality, error free work in a fast-paced work environment.

MINIMUM QUALIFICATIONS

• Experience: 7-10 years relevant sales management, account management, consulting, business development or industry experience.
• Leadership Experience: At least 3 years of experience in leading a team and organizational function.

ROLE HIGHLIGHTS

• Salary Range: $132,600.00 - $165,700.00 - $198,800.00 DOE
• Travel: 50% or more travel annually.
• Compensation and Benefits: Rewarding Compensation and Benefits. Eligible employees can elect to participate in:
  • Comprehensive medical benefits coverage, dental plans and vision coverage.
  • Health care and dependent care spending accounts.
  • Short- and long-term disability.
  • Life insurance and accidental death & dismemberment insurance.
  • Employee and Family Assistance Program (EAP).
  • Employee discount programs.
  • Retirement savings plans.