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Industrial Services Director

1 month ago

Rutland, Vermont, United States Casella Waste Systems Inc. Full time
Job Summary

The Director of Industrial Services is a key leadership position responsible for driving growth and segment strategy for manufacturing and industrial accounts. This role leads the company's efforts to retain and expand existing relationships, solicit new business, and offer all Casella capabilities and services.

Key Responsibilities

  • Cultivate revenue growth for customers through the Industrial Services team to foster strong partnerships and further market penetration.
  • Lead and manage sustainable growth business development representatives and provide guidance and support to strategic account managers and field sales personnel working with industrial accounts to drive success, build and maintain lasting relationships.
  • Assimilate and synthesize market information and industrial trends and propose recommendations for plans to increase industrial contracts and retention.
  • Organize and prioritize industrial book of business and pipeline to drive profitable and operationally optimal growth and retention.
  • Design and maintain an effective budget model and forecast for the industrial segment, with input from regional and senior leadership teams, which analyzes financial information to ensure that all operations are within budget and optimize services and products to create efficiency and drive cost-effectiveness.
  • Provide leadership and guidance to Market Area Managers and Division Managers in collaboration with the regional and senior leadership teams to identify new growth markets, develop sales strategy for industrial sales growth at the corporate and regional levels, and ensure annual revenue generation and retention goals are met. Negotiate and execute profitable and mutually beneficial agreements with industrial accounts to position Casella for success in executing strategic growth initiatives in respective markets.
  • Collaborate with other departments in support of industrial growth strategy - including resource solutions, sales operations, marketing, and sustainability.
  • Prepare and track revenue growth and retention activity and report quarterly progress by market area to regional and senior leadership teams to provide valuable insight on progress and what changes can be made to increase productivity.
  • Collaborate with other segment leads to create strategic alignment, process, and organization.
  • Manage and provide leadership to team members by effectively communicating, establishing clear goals and objectives, coaching team members on achieving goals, and ensuring access to training and development opportunities that assist employees in attaining the necessary skills to achieve team and corporate results.
  • Participate in training and other learning opportunities to expand knowledge of the company, products, sales, and services and perform any other duties needed to help drive our vision, fulfill our mission, and/or abide by our core values.
  • Ensure compliance with all company, state, and federal policies, regulations, and laws regarding employment and employee safety.

Requirements

  • Bachelor's degree in business or a related field.
  • 8+ years of business experience with increasing leadership responsibilities in geographically diverse work environments.
  • Demonstrated ability to work as part of a team in a collaborative environment.
  • Demonstrated ability to lead a geographically dispersed and remote team.
  • Excellent analytical and change management skills.
  • Excellent listening, verbal, and written communication, and formal presentation skills along with highly developed interpersonal and strategic selling and negotiation skills.
  • Adept at working in a digital and constantly changing business environment.
  • Demonstrated proficiency in MS Office 365 and MS Dynamic CRM or similar software.
  • Ability to travel up to 60% of the time.
  • Valid driver's license.
  • Legally eligible to work in the US.

Attributes

  • Positive, team-oriented leader who embodies commitment and dedication to the customer and organization.
  • Proactive and results-oriented.
  • Displays integrity and trustworthiness.
  • Exercises sound judgment.
  • Supports continuous learning.
  • Skilled at leading a team of individuals who are situated across the United States and working within both Casella facilities as well as working remotely.
  • Leader who focuses on developing and coaching staff, fostering teamwork, and managing results through the performance of others.
  • Prioritizes efforts to achieve business objectives.
  • Collaborative business partner who can build productive relationships with business process owners, operations management, and other leaders across the organization.