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Regional Sales Executive

2 months ago

West Point, Virginia, United States GFL Environmental Full time

Position Overview:

The role of the Territory Account Manager involves the promotion, sales, and enhancement of GFL Environmental, Inc.'s solid waste management services to various businesses and industrial clients within a designated region. This includes identifying new market opportunities, nurturing existing client relationships, and devising competitive strategies to outperform rivals.

Key Responsibilities:

  • Proactively seek orders from both current and potential clients to expand and sustain the customer base.
  • Foster strong client relationships by traveling within the assigned territory to engage with existing and prospective customers, assessing their needs and managing expectations.
  • Compile and oversee lists of potential clients in the ACT database for effective sales lead generation through cold-calling and other outreach methods.
  • Explore new and existing market segments to enhance sales and market share within the designated territories.
  • Acquire a comprehensive understanding of branch/regional profit and loss elements, including pricing services, margin calculations, and service costs.
  • Maintain a solid grasp of solid waste product and equipment pricing, costs, and applications, including roll-off presentations and commercial placements.
  • Provide accurate price quotations and credit terms to prospective clients, preparing sales contracts with guidance from the Sales Manager or Facility/General Manager when necessary.
  • Demonstrate expertise in commercial placements, customer needs assessments, upgrades, and retention strategies, particularly in identifying significant industrial requirements related to compaction applications.
  • Prepare and organize compelling sales presentations for major accounts, effectively showcasing products and services while highlighting key features.
  • Stay informed about competitor activities and market trends.
  • Assist in identifying and implementing price adjustments for underperforming accounts.
  • Conduct waste stream analyses, estimating volumes and identifying waste streams that require special handling or can be recycled.
  • Engage in business-related meetings, conferences, and community events to enhance the visibility of the company.
  • Build and maintain relationships with large clients, municipal entities, and government sectors, including participation in bid processes.
  • Support the identification of potential acquisition targets and contribute to the acquisition and integration of selected businesses.

Additional Responsibilities:

  • Adhere to all applicable federal, state, and local laws, regulations, and company policies.
  • Perform other duties as assigned by management.

Knowledge, Skills, and Abilities:

  • Excellent verbal communication and interpersonal skills.
  • Ability to analyze and interpret business-related documents and regulations.
  • Proficient in writing reports, business correspondence, and procedural manuals.
  • Capable of effectively presenting information and responding to inquiries from various stakeholders.
  • Strong numerical skills, including the ability to calculate discounts, commissions, and other financial figures.
  • Ability to apply basic algebra and geometry concepts.
  • Skilled in designing and implementing solutions for general and client-specific challenges.
  • Adept at interpreting instructions in various formats.
  • Self-motivated with the ability to manage multiple initiatives with minimal supervision.

Requirements:

  • Bachelor's degree from an accredited institution.
  • Experience or knowledge in the solid waste industry is preferred.
  • Two to three years of sales experience with a solid understanding of sales techniques.
  • Equivalent combination of education and experience may be considered.
  • Valid state driver's license is required.

Physical and Mental Demands:

  • Ability to perform physical activities such as standing, walking, and lifting.
  • Visual acuity for close and distance vision, as well as depth perception.
  • Ability to lift and move objects weighing up to 25 pounds.

Working Conditions:

  • Role involves extensive travel, resulting in exposure to varying traffic conditions.
  • Occasional exposure to outdoor weather conditions.
  • Noise levels may vary from moderate to loud.

GFL Environmental is an equal opportunity employer, encouraging applications from diverse backgrounds, including women, Aboriginal peoples, persons with disabilities, and visible minorities. We value diversity and believe that it enhances our talent pool.