Can-sales Manager

2 weeks ago

Kelowna, Canada Waste Connections Full time

Reporting to the District Sales Manager, BC Interior the District Sales Manager develops the sales strategy to achieve volume growth, price targets, productivity improvements and customer retention for Kelowna (7321), Penticton (7320) and Kamloops (7322). As an integral part of the BC Interior leadership team, the DSM oversees five (5) Territory Managers and two (2) Sales Coordinators while supporting the CSR team in each location thru ongoing Tooty training and One Call Resolution techniques. The DSM provides on-going performance review and coaching to support the reps in achieving their targets.

**Duties and Responsibilities**:

- Works closely with the National Sales Manager to ensure adherence to WCC sales strategies
- Attends National Sales Meetings (via Zoom, conference call or in person) as required by the National Sales Manager
- Create strategic action plans by LOB.
- Plan budget and key metrics (i.e. volume, pricing, new business, retention, density, productivity).
- Develop and deliver on the sales budget.
- Budget, plan and execute annual and monthly rate adjustments (e.g. set goals to target segments or overloaded accounts).
- Establish sales targets for each rep;
- Using Servant Leadership principles - Guide/mentor sales team to achieve sales and retention targets.
- Determine territory structure: type of roles, areas of focus and number of reps.
- Conduct extensive mid-year review to reset roles and areas of focus (if required), and territory assignments (e.g., after an acquisition).
- Create compensation to align reps with strategy and focus efforts in key areas (e.g. drive revenue, density and margins).
- Review account retention (e.g. understand saves and losses) to improve process and pricing; collaborate with inside retention roles, including Customer Service.
- Develop protocols for “saves” (i.e. dollar volume required for a rep visit, when Manager is involved).
- Review pipeline weekly using ARES reporting.
- Meet with each rep weekly to review expectations for the week, previous week’s results and specific initiatives or areas requiring support.
- Conduct annual reviews and a mid-year update.
- Provides input for the development of and/or approves strategic sales plans, schedules and strategies to win major accounts and municipalities.
- Performs quarterly and annual performance evaluations and takes corrective actions when required.
- Meets with operations management as appropriate to coordinate sales and service efforts for assigned accounts/territory.

**Qualifications**:

- Bachelor’s Degree in Business Administration preferred.
- 5 years sales experience, preferably in a contract sales environment (e.g. copiers/solid waste).
- 3-5 years sales management experience. With demonstrated coaching and leadership skills.
- Industry experience is an asset.
- Tact, diplomacy and people skills for business development with key customers and to diffuse key customer issues.
- Analytical skills to determine margins, density needs, incentives and pricing.
- Knowledgeable in MS Office to create documents and presentations.
- Proven time management and territory management skills

**Physical Demands and Work Environment**
- Infrequent light physical effort required.
- Work is performed in a field and office environment. (eg. making sales calls or onsite visits at customers).
- May require walking periodically throughout the workday.
- Frequent driving is required.

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