Republic Services
Area Director Sales
Republic Services, Indianapolis, Indiana, us, 46262
ABOUT THE COMPANYRepublic 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.POSITION SUMMARY:
The Area Director, Sales is responsible for delivering annual revenue in the range of $700M to $1.3B. This comes from expert-level planning, organizing, directing, and coordinating the activities of the sales function for an Area to effectively execute sales strategies. A key attribute of the Director’s success will be the ability to lead, coach, and develop people and lead by example. The ability to multiply one’s efforts across a broader sales leadership team is an essential element in delivering the number.PRINCIPAL RESPONSIBILITIES:Develops and oversees the implementation of comprehensive business strategies and sales and marketing plans that complement the overall operating plan for the Area.Develops the sales forecast and ensures achievement of the sales budget for the Area.Maintains accountability for sales goal achievement, including but not limited to respective key metrics and/or budget achievement.Assists, as necessary, with new customer solicitation, bid preparation, and customer retention strategies.Meets periodically with sales management or sales personnel to review sales activity funnel (CRM tool) and customer retention and relationship activities; reviews sales performance compared to goal, production and training needs.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 market to anticipate changing customer needs; proactively manages customer base.Maintains a thorough knowledge of the Company’s available services, lines of business, and pricing structures to assist sales management in particular selling circumstances as the need arises.Reviews particularly complex Customer Service Agreements for terms and conditions, pricing, accuracy, etc.Performs other job-related duties as assigned or apparent.QUALIFICATIONS:Prior waste industry or service industry experience. Professional presentation; is confident, assertive, and displays a high level of self-esteem.Good time management skills to ensure assigned responsibilities are completed in an efficient manner.Good communication skills; is able to effectively communicate to all levels of management, both internally and externally.Strong active listening skills; gives full attention to what other people are saying, taking time to understand the points being made, asking questions when appropriate, and letting others fully state their ideas.Grasps concepts quickly and has good follow through skills; adheres to work schedule and follows through on challenges as they arise; maintains a positive outlook.Has the ability to identify the information needed to clarify a situation; seeks information from appropriate sources; has the ability to tackle a problem using a logical, sequential approach and can anticipate the implications of actions.Good written and verbal presentation skills.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.Is trustworthy and maintains the highest level of confidentiality at all times.Is high energy, friendly, and engaging; has excellent persuasion skills; can persuade others to change their minds or behavior.Has a service orientation; is actively looking for ways to help people.Ability to foster teamwork and enlist the support and participation of others.Demonstrates the ability for innovation and supports organizational change to enhance organizational effectiveness.Is responsible for one’s performance and sets clear expectations for the performance of his or her team.MINIMUM REQUIREMENTS:Minimum of 8 years of progressive experience in a sales management role that includes experience managing other sales personnel and experience developing comprehensive sales strategies, business and sales plans.Valid driver’s license.Rewarding Compensation and BenefitsEligible 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).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.
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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.POSITION SUMMARY:
The Area Director, Sales is responsible for delivering annual revenue in the range of $700M to $1.3B. This comes from expert-level planning, organizing, directing, and coordinating the activities of the sales function for an Area to effectively execute sales strategies. A key attribute of the Director’s success will be the ability to lead, coach, and develop people and lead by example. The ability to multiply one’s efforts across a broader sales leadership team is an essential element in delivering the number.PRINCIPAL RESPONSIBILITIES:Develops and oversees the implementation of comprehensive business strategies and sales and marketing plans that complement the overall operating plan for the Area.Develops the sales forecast and ensures achievement of the sales budget for the Area.Maintains accountability for sales goal achievement, including but not limited to respective key metrics and/or budget achievement.Assists, as necessary, with new customer solicitation, bid preparation, and customer retention strategies.Meets periodically with sales management or sales personnel to review sales activity funnel (CRM tool) and customer retention and relationship activities; reviews sales performance compared to goal, production and training needs.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 market to anticipate changing customer needs; proactively manages customer base.Maintains a thorough knowledge of the Company’s available services, lines of business, and pricing structures to assist sales management in particular selling circumstances as the need arises.Reviews particularly complex Customer Service Agreements for terms and conditions, pricing, accuracy, etc.Performs other job-related duties as assigned or apparent.QUALIFICATIONS:Prior waste industry or service industry experience. Professional presentation; is confident, assertive, and displays a high level of self-esteem.Good time management skills to ensure assigned responsibilities are completed in an efficient manner.Good communication skills; is able to effectively communicate to all levels of management, both internally and externally.Strong active listening skills; gives full attention to what other people are saying, taking time to understand the points being made, asking questions when appropriate, and letting others fully state their ideas.Grasps concepts quickly and has good follow through skills; adheres to work schedule and follows through on challenges as they arise; maintains a positive outlook.Has the ability to identify the information needed to clarify a situation; seeks information from appropriate sources; has the ability to tackle a problem using a logical, sequential approach and can anticipate the implications of actions.Good written and verbal presentation skills.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.Is trustworthy and maintains the highest level of confidentiality at all times.Is high energy, friendly, and engaging; has excellent persuasion skills; can persuade others to change their minds or behavior.Has a service orientation; is actively looking for ways to help people.Ability to foster teamwork and enlist the support and participation of others.Demonstrates the ability for innovation and supports organizational change to enhance organizational effectiveness.Is responsible for one’s performance and sets clear expectations for the performance of his or her team.MINIMUM REQUIREMENTS:Minimum of 8 years of progressive experience in a sales management role that includes experience managing other sales personnel and experience developing comprehensive sales strategies, business and sales plans.Valid driver’s license.Rewarding Compensation and BenefitsEligible 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).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.
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