Area Senior Manager Municipal Sales
Company: Republic Services
Posted on: November 17, 2019
POSITION SUMMARY: The Area Sr Manager, Municipal Sales provides
leadership, strategic guidance, support and expertise to Area
Presidents and General Managers, and directly supervises Managers,
Municipal Sales in each Division on a daily basis in the design and
implementation of sales strategy for new and re-bid municipal
hauling and homeowner association sales opportunities to insure
growth, retention, and quality of revenue in the Area. The Area Sr
Manager, Municipal Sales assists in setting goals and targeted
accounts for each Manager, Municipal Sales and measures success
against those goals on a regular basis. The Area Sr Manager,
Municipal Sales provides coaching to the Manager, Municipal Sales
on an on-going basis and reviews performance with the VP or
Director, Municipal Services on regular intervals.The Area Sr
Manager, Municipal Sales is also responsible for coordinating with
the Government Affairs team regarding government relations and
municipal sales-related activities within the Area to improve and
maintain relationships, as well as organization consistency and
comprehensiveness of related policies, programs and systems. The
Area Sr Manager, Municipal Sales develops and achieves high
standards through improved training, communication and a
cooperative effort. In addition, The Area Sr Manager, Municipal
Sales leads the sales effort for targeted large scale municipal
services privatization and outsourcing opportunities in conjunction
with the Director, Public Private Partnerships. The Area Sr
Manager, Municipal Sales is also responsible for the implementation
of sales strategies for targeted new privatization or outsourced
municipal infrastructure sales opportunities.
Supports Area Presidents and General Managers and is responsible
for the preparation and implementation of Area municipal marketing
and sales plans including: Measuring current market share,
identifying the target market and creating strategies to increase
market share; Assessing the external environment including
municipalities, competitors and legislation; Coaching and
developing the Division Municipal Services Manager, which includes
hiring, training, performance management and other related issues.
Directly responsible for identifying the targeted privatization
opportunities while creating strategies to convert prospects into
customers. Nurturing and expanding relationships with the top 10
accounts in the respective Areas of responsibility. Works closely
with Area and Corporate leadership to determine strategic
objectives for the Area in relation to the municipal and homeowner
association markets to include customer retention, customer
prospecting and price increase strategies. Responsible for
assisting in the RFP and Proposal Development to include preparing,
assembling, packaging and delivering all proposals. Participates as
needed in contract negotiations for all new and re-bid sales for
the Area. Regularly holds Blue Sheet sessions to effectively manage
new sales opportunities and re-bid targets. Develops and maintains
positive community relations/image through involvement in civic and
trade organizations, elected officials and other key contacts.
Responsible for new sales and retention, analyzing trends and
providing effective feedback to Area President and the VP or
Director Municipal Sales in order to maintain or improve sales
performance. Reviews sales activity funnel on an on-going basis
with VP or Director Municipal Sales.
Responsible for populating and maintaining the Contact Relationship
Management System (Salesforce) on an on-going basis. Reviews
Salesforce compliance and data accuracy with their direct reports
to insure the system data is up to date. Uses reports derived from
Salesforce to provide coaching and input to the Manager, Municipal
Completes and submits monthly Municipal Scorecard information on
Effectively communicates company objectives, goals, plans, and
relates concerns on legislation and maintains relationships with
government officials. Participates in local National Solid Wastes
Management Association (NSWMA) and Solid Waste Association of North
America (SWANA) organizations on a regular basis in their assigned
Creates and maintains effective reporting systems and communication
to and with senior management. Safeguards confidential
May seek out and coordinate development of new solid waste
infrastructure projects and manages projects through the
development cycle and conclusion, working in coordination with
Performs other job-related duties as assigned or apparent.
This position may require travel by air, car and/or other modes of
transportation up to 80% of the time.
Bachelor's degree in Business, Marketing or related field.
Waste, transportation or service industry experience.
Municipal and/or government sales and marketing or government
Knowledge of all facets of sales strategy and implementation
including market research, customer prospecting, sales promotion
and customer retention strategies.
Strong knowledge on the workings of government including the
legislative process, procurement regulations and bidding
Excellent written and oral communication skills.
Effective interpersonal communication across various levels of the
organization and with external customers and vendors.
Strong analytical skills and a focus on adding value to
Ability to effectively manage multiple tasks.
Ability to train and mentor new sales talent.
Completion of municipal sales training programs.
High school diploma or G.E.D.
Minimum of 7 years of long-term cycle sales and/or sales management
Keywords: Republic Services, Dayton , Area Senior Manager Municipal Sales, Sales , Indianapolis, Ohio
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