Sr. Mgr. National Accounts

1 week ago

Phoenix, Arizona, United States Republic Services Full time
ABOUT THE COMPANY

Republic Services, Inc. (NYSE: RSG) is a leader in the environmental services industry. We provide customers with the most complete set of products and services, including recycling, waste, special waste, hazardous waste and field services. Our industry-leading commitments to advance circularity and support decarbonization are helping deliver on our vision to partner with customers to create a more sustainable world.

In 2023, Republic's total company revenue was $14.9 billion, and adjusted EBITDA was $4.4 billion. We serve 13 million customers and operate more than 1,000 locations, including collection and transfer stations, recycling and polymer centers, treatment facilities, and landfills.

Although we operate across North America, the collection, recycling, treatment, or disposal of materials is a local business, and the dynamics and opportunities differ in each market we serve. By combining local operational management with standardized business practices, we drive greater operating efficiencies across the company while maintaining day-to-day operational decisions at the local level, closest to the customer.

Our customers, including small businesses, major corporations and municipalities, want a partner with the expertise and capabilities to effectively manage their multiple recycling and waste streams. They choose Republic Services because we are committed to exceeding their expectations and helping them achieve their sustainability goals. Our 41,000 team members understand that it's not just what we do that matters, but how we do it.

Our company values guide our daily actions:
  • Safe: We protect the livelihoods of our colleagues and communities.
  • Committed to Serve: We go above and beyond to exceed our customers' expectations.
  • Environmentally Responsible: We take action to improve our environment.
  • Driven: We deliver results in the right way.
  • Human-Centered: We respect the dignity and unique potential of every person.
We are proud of our high employee engagement score of 86. We have an inclusive and diverse culture where every voice counts. In addition, our team positively impacted 4.6 million people in 2023 through the Republic Services Charitable Foundation and local community grants. These projects are designed to meet the specific needs of the communities we serve, with a focus on building sustainable neighborhoods.

STRATEGY

Republic Services' strategy is designed to generate profitable growth. Through acquisitions and industry advancements, we safely and sustainably manage our customers' multiple waste streams through a North American footprint of vertically integrated assets.

We focus on three areas of growth to meet the increasing needs of our customers: recycling and waste, environmental solutions and sustainability innovation.

With our integrated approach, strengthening our position in one area advances other areas of our business. For example, as we grow volume in recycling and waste, we collect additional material to bolster our circularity capabilities. And as we expand environmental solutions, we drive additional opportunities to provide these services to our existing recycling and waste customers.

Recycling and Waste

We continue to expand our recycling and waste business footprint throughout North America through organic growth and targeted acquisitions. The 13 million customers we serve and our more than 5 million pick-ups per day provide us with a distinct advantage. We aggregate materials at scale, unlocking new opportunities for advanced recycling. In addition, we are cross-selling new products and services to better meet our customers' specific needs.

Environmental Solutions

Our comprehensive environmental solutions capabilities help customers safely manage their most technical waste streams. We are expanding both our capabilities and our geographic footprint. We see strong growth opportunities for our offerings, including PFAS remediation, an increasing customer need.

SUSTAINABILITY INNOVATION

Republic's recent innovations to advance circularity and decarbonization demonstrate our unique ability to leverage sustainability as a platform for growth.

The Republic Services Polymer Center is the nation's first integrated plastics recycling facility. This innovative site processes rigid plastics from our recycling centers, producing recycled materials that promote true bottle-to-bottle circularity. We also formed Blue Polymers, a joint venture with Ravago, to develop facilities that will further process plastic material from our Polymer Centers to help meet the growing demand for sustainable packaging. We are building a network of Polymer Centers and Blue Polymer facilities across North America.

We continue to advance decarbonization at our landfills. As demand for renewable energy continues to grow, we have 70 landfill gas-to-energy projects in operation and plan to expand our portfolio to 115 projects by 2028.

RECENT RECOGNITION
  • Barron's 100 Most Sustainable Companies
  • CDP Discloser
  • Dow Jones Sustainability Indices
  • Ethisphere's World's Most Ethical Companies
  • Fortune World's Most Admired Companies
  • Great Place to Work
  • Sustainability Yearbook S&P Global
POSITION SUMMARY: The Sr Manager National Accounts Sales is responsible for planning, organizing, directing and coordinating the activities of the sales function for National Accounts to effectively plan and execute sales strategies that will maximize sales volume, and drive targeted profitable growth.

PRINCIPAL RESPONSIBILITIES:
  • Develops and oversees the implementation of comprehensive business strategies, and sales and marketing plans that complement the overall operating plan for National Accounts.
  • Develops the sales forecast and ensure achievement of the sales budget.
  • Maintains and drives accountability for sales goal achievement, including but not limited to respective key metrics and/or budget achievement.
  • Collaborates on and assists with new customer solicitation, bid preparation and customer retention strategies.
  • Meets regularly with sales senior leadership and sales personnel to review sales activity funnel (CRM tool), new customer acquisition, customer retention and relationship activities, review sales performance compared to goal, production and training needs.
  • Ensures staff is accountable for proper execution and utilization of CRM tool. Drives team accountability to follow sales guidelines, processes and guardrails focusing on consistency and
  • Collaborates with corporate and business unit leadership to develop and implement pricing strategy to meet Company objectives.
  • Proactively communicates with business unit leadership on CRM funnel, associated status and other related tasks or projects.
  • Maintains an awareness of market behavior and competitive trends in designated markets to anticipate changing customer needs; proactively manages customer base and prospects.
  • Coaches and supports direct reports to convert market knowledge into actionable results.
  • Maintains a thorough knowledge of the Company's available services, lines of business, pricing structures to train and assist direct reports to sell all of Republic Services lines of business and to deliver to our customers market-leading environmental solutions.
  • Trains and coaches direct reports on executive and consultative selling approach.
  • Reviews complex Customer Service Agreements for terms and conditions pricing, accuracy, and other relevant information.
  • Performs other job-related duties as assigned or apparent.
QUALIFICATIONS:
  • Progressive experience in a sales management role that includes experience managing other sales personnel, and experience developing comprehensive sales strategies, business and sales plans.
  • Consistently proven sales record meeting or exceeding sales goals.
  • Exceptional time management skills to ensure assigned responsibilities are completed in an efficient manner.
  • Strong communication/presentation skills; ability to effectively communicate to all levels of management, both internally and externally.
  • Grasps concepts quickly and has good follow through skills; strong work ethic and strong drive to win. Takes appropriate risks. maintains a positive outlook.
  • Trustworthy and maintains the highest level of confidentiality at all times.
  • Has a service orientation; is actively looking for ways to help people. Ability to foster teamwork and enlist the support and participation of others to drive employee engagement and career development
  • Demonstrates the ability for innovation and supports organizational change to enhance organizational effectiveness.
MINIMUM QUALIFICATIONS:
  • Minimum of 7 years of sales management/leadership experience
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 plan with a generous company match.

•Employee Stock Purchase Plan (ESPP).

The statements used herein are intended to describe the general nature and level of the work being performed by an employee in this position, and are not intended to be construed as an exhaustive list of responsibilities, duties and skills required by an incumbent so classified. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the Company.
EEO STATEMENT:Republic Services is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, protected veteran status, relationship or association with a protected veteran (spouses or other family members), genetic information, or any other characteristic protected by applicable law.

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