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Area Sr Manager Municipal Sales

2 months ago

Nashville, 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 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.

PRINCIPAL RESPONSIBILITIES:

  • 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 Sales.

  • Completes and submits monthly Municipal Scorecard information on wins/losses/retention/extension activity.

  • 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 territory.

  • Creates and maintains effective reporting systems and communication to and with senior management. Safeguards confidential information.

  • 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 Business Development.

  • 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.

QUALIFICATIONS:

  • Waste, transportation or service industry experience.

  • Municipal and/or government sales and marketing or government relations experience.

  • 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 procedures.

  • 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 company.

  • Ability to effectively manage multiple tasks.

  • Ability to train and mentor new sales talent.

  • Completion of municipal sales training programs.

MINIMUM REQUIREMENTS:

  • High school diploma or G.E.D.

  • Minimum of 7 years of long-term cycle sales and/or sales management 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.