Municipal Account Sales Manager
2 months ago
Direct Reports: Not Applicable
Support Personnel: Contract Administrator, Sales Coordinator, Customer Service
Overall Results Expected
The Municipal Account Sales Manager (MASM) is responsible for identifying opportunities, proactively managing and responding to solid waste and recycling service solicitations from municipal accounts governed by local municipalities (County, City, Town, and Village), New York State agencies, Federal agencies, and Public-School Districts.
The MASM is responsible for maintaining and growing the current revenue base through new revenue services, pricing objectives, and retention objectives as well as new revenue goals which meet and exceed the targeted profitable growth objectives (monthly, quarterly, and annually) in support of Company targets. The MASM meets regularly with prospective and existing governmental entities in his assigned market area to deliver presentations, follow up with key decision makers and provide required responses to all inquiries for services, as appropriate.
The MASM works in conjunction with and guides Support Personnel to provide all municipalities and government agencies with full reporting and invoicing required for the compliance with any and all contractual obligations.
Major Areas of Accountability
- Identify viable leads, manage prospects and timelines, and respond to any and all service inquiries, bids, solicitations, RFP’s, RFQ’s etc., for government entities.
- Responsible for the completion and timely delivery of all request submittals through the guidance and collaboration with support personnel
- Guide and support all service request information through Support Personnel
- Utilize the Company’s Contact Relationship Management (CRM) tool on a daily basis, scheduling and documenting all activities, and developing robust information profiles on current and prospective customers to facilitate the continuation and acquisition of business.
- Able to perform profit analysis with direction and support from Support personnel.
- Develop and maintain an awareness of market behavior and competitive trends in designated market to anticipate changing customer needs; proactively manage customer base.
- Proactively communicate with, or respond to, customers in conjunction with the Company’s pricing initiatives.
- Manage annual municipal and government contract renewals and price increase process.
- Prepare and deliver sales presentations to grow existing client base; follow up with key decision makers.
- Develop a thorough knowledge of the New York State and community procurement regulations.
- Establish relationships with both contracted and prospective customers.
- Maintain a thorough knowledge of the Company’s available services, lines of business, pricing structures and sell into existing and prospective clients, as appropriate, to grow targeted revenue and contribute to Company goals and objectives.
- Meet regularly with Director of Sales and Executive Management as appropriate to review weekly sales activities and prospective customer calling activities.
- Track all prospective customer information on required reporting format.
- Build relationships and increase Company visibility through the participation in Company-sponsored activities as required, as well as; attend trade shows, chamber of commerce events and other events, as necessary. Act as a company representative at community events, where required.
- Complete all required Service Agreements and other reports in a complete, accurate and timely manner.
- Work in conjunction with support personnel (Contract Administrator, Sales Administrator, Customer Service, and Accounting) to provide all contractually required reports, invoices, and other administrative tasks when appropriate
- Respond in a timely fashion to all customer and prospective client inquiries.
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.
Education and Experience
- Bachelor's degree preferred
- Four years of direct selling experience, working with Municipalities a plus.
- An equivalent combination of education and experience may be acceptable in the event that either requirement is not met as stated.
- Valid Driver’s License
- Professional presentation; is confident, assertive and displays a high level of self-esteem.
- Good time management skills to ensure assigned responsibilities are completed in an efficient manner.
- Good communication skills; is able to effectively communicate to all levels of management, both internally and externally.
- Grasps concepts quickly and has good follow through skills; adheres to work schedule and follows through on challenges as they arise; maintains a positive outlook.
- Good written and verbal presentation skills.
- Possesses the financial acumen to complete account profitability analysis.
- Is self-motivated; has a strong work ethic and strives to achieve all goals; is competitive and has a strong drive to win; takes appropriate risks.
- Is trustworthy and maintains the highest level of confidentiality at all times.
- Is high energy, friendly and engaging; has excellent persuasion skills; can persuade others to change their minds or behavior.
- Has a service orientation; is actively looking for ways to help people.
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