Regional Sales Manager
1 month ago
- Ensures Health & Safety is the number one goal by following policies, processes and acting in a safe manner at all times.
- Evaluates possible new business and reviews with Account Representatives (AR) and Service Area Managers (SAM). Responsible for the profitability of proposals. Assess potential customer needs and ability to provide service, including expanded service offerings; be the bridge to ensure all cross-selling opportunities are worked on and identifies key factors for failure and success.
- Prepares region and territory specific revenue forecasts to assist in budget preparation and monthly revenue growth (and loss) review.
- Prepares, reviews, submits and interprets weekly and monthly reports on activities, sales volume and expenses to National Sales Director and senior management. Ensures all customers, accounts and contacts are documented in Salesforce (SF) by all ARs and that all sales activities are correctly documented in SF as required.
- Responsible for submitting monthly financial reviews and forecasts to National Sales Director and senior management.
- Develops and implements region and territory specific sales strategy. This includes target lists, regional outbound call center campaigns, management of top customers and existing business through ARs.
- Assist ARs in increasing sales volume at existing accounts by establishing specific revenue targets, creating regular contact with customers and continued communication about other available services.
- Manages ARs by reviewing existing accounts, sales strategies and tactics; identify methods to improve profitability with specific emphasis on expanded service offerings.
- Oversee the maintenance of and services to existing accounts through regular contact with customers, Service Center managers, Customer Service Representatives (CSR) and responsible ARs. Provide insight to expanding relationships through other available services.
- Monitor Sales and Customer Service interaction.
- Responsible for ensuring all communication between customer service and sales is maintained, all customers are serviced effectively, timely billing for services occurs and maintains acceptable accounts receivable levels.
- Participates in negotiations for third party transportation, disposal and recycling services as needed to support core and expanded services offerings.
- Provides corporate account support by establishing relationships with regional industries (e.g. steel, oil & gas, manufacturing etc.).
- Provide training to ARs in target account selection and evaluation.
- Fosters sales relationship with target accounts.
- Provide training to ARs and CSRs as needed.
- Engage each SAM as the P&L stakeholder to foster frequent and open communication in support of operational goals and initiatives. Success at each of the Service Centers within your region is paramount to the success of the position.
- Coordinate a joint call for sales, customer service and operations personnel responsible for the support and interactions with local or regional accounts in order to foster frequent and open communication. Engage the SAM for input on all evaluations of ARs.
- Attends and participates in sales meetings and training programs; represents company at trade shows and conventions, Chamber of Commerce and professional associations ensuring all AR's are doing the same. All sales personnel are required to join AHMP and attending local and regional events routinely.
- Keeps informed on major environmental regulatory changes and industry trends as well as competitive conditions.
Heritage believes that each employee makes a significant contribution to our success. That contribution should not be limited by the assigned responsibilities. Therefore, this position description is designed to outline primary duties, qualifications and job scope, but not limit the incumbent nor the company to just the work identified. It is our expectation that each employee will offer his/her services wherever and whenever necessary to ensure the success of our endeavors.
Education: Four-year college degree required, Sales, Business, or Science.
Experience: Must have a minimum of eight years successful in territory management in the environmental field.
Knowledge and Abilities: Excellent interpersonal skills necessary to effectively communicate with internal and external customers. Strong writing skills. Working understanding of all Heritage Services. Knowledge and understanding of environmental regulations. Demonstrates success in selling services. Regular and predictable attendance is an essential function of this job.
A post offer drug screen will be required.
EEO including disability/veteran
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