Environmental Services Sales Team Lead
2 days ago
Job Description:
The Territory Sales Manager - Environmental Services (ES) is responsible for planning, organizing, directing, and coordinating the activities of the sales team to effectively execute sales strategies that will maximize sales volume, drive targeted profitable growth, and professionally develop the sales staff.
Key Responsibilities:
- Develops and implements comprehensive business strategies, sales, and marketing plans that complement the overall operating plan for the business units under the Sales Manager's responsibility.
- Achieves consistent results through superior performance.
- Directs a staff of sales and administrative personnel, including responsibility for hiring, training, and performance coaching and management.
- Manages sales performance and customer interaction through a leading CRM tool. Regularly reviews sales activity funnels and results in comparison to new sales and retention goals to drive the organization toward achievement of budgeted expectations.
- Leads their assigned sales team through the establishment and implementation of 'value selling' and a standardized sales process.
- Fosters an atmosphere conducive for professional development and career advancement. Identifies talent gaps, creates action plans, and manages development and performance.
- Works with business unit teams to understand and implement key processes and identify and solve for constraints while proactively identifying customer hurdles.
- Develops and maintains a thorough knowledge of the company's available services, lines of business, pricing, and structures to assist sales staff in selling circumstances as the need arises.
- Analyzes and customizes Environmental Services' sales force structure against defined sales opportunities in the defined marketplace.
- Monitors, gathers data, and analyzes the effectiveness of various customer, sales, and marketing programs and initiatives and provides effective feedback to relevant departments.
- Assists with new customer solicitation, bid preparation, and customer retention strategies.
- Participates with business unit leadership to develop and implement pricing strategy to meet company objectives.
- Maintains an awareness of market behavior and competitive trends in designated markets to anticipate changing customer needs; proactively manages customer base.
- Reviews Customer Service Agreements for terms and conditions pricing, accuracy, and other requirements.
Requirements:
- Minimum of 3 years of progressive experience in a sales role, including experience in peer leadership or supervision of other sales personnel.
- High School Diploma or GED
- Valid driver's license
- 5 years' experience in a role that includes supervising or managing sales personnel and activities (preferred)
- Experience using business and sales software (i.e., Outlook, Excel, Salesforce, etc.).
- Strong proven experience managing in a matrix organization across a large geographic area.
- Is self-motivated; maintains a feeling of pride in work; has a strong work ethic and strives to achieve all goals; is competitive and has a strong drive to win; takes appropriate risks.
- Good communication skills (written and verbal); can effectively communicate to all levels of management, both internally and externally.
- Good time management skills to ensure assigned responsibilities are completed in an efficient manner.
- Has the ability to identify the information needed to clarify a situation; seeks information from appropriate sources; can tackle a problem using logical, sequential approach and can anticipate the implications of actions.
- Ability to foster teamwork and enlist the support and participation of others.
- Experience with a focus on sales, client relations, and/or business development with proven expertise in petro-chemical in-plant waste management, environmental services, and industrial services, including hazardous and non-hazardous waste streams.
Salary: $80,000 - $110,000 per year, depending on experience.
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