Sales Manager

ABOUT THE COMPANY

Republic 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 Sales Manager is responsible for planning, organizing, directing and coordinating the activities of the sales function for an assigned division to effectively execute sales strategies that will maximize sales volume, drive targeted profitable growth and professionally develop the sales staff.

PRINCIPAL RESPONSIBILITIES:

• Develop and implement comprehensive business strategies, and sales and marketing plans that complement the overall operating plan for the business unit.
• Develop the sales forecast and maintain accountability for sales goal achievement, including but not limited to respective key metrics and/or budget achievement.
• Direct a staff of sales and administrative personnel, including responsibility for hiring, training and performance coaching and management; complete weekly “ride-alongs” with sales personnel to provide training and coaching.
• Assist with new customer solicitation, bid preparation and customer retention strategies.
• Meet regularly with sales personnel to review sales activity funnel (CRM tool), customer retention and relationship activities, review sales performance compared to goal, production and training needs.
• Proactively contact assigned accounts to identify customer needs, changing requirements or potential issues and resolve accordingly.
• Participate with business unit leadership to develop and implement pricing strategy to meet Company objectives.
• Maintain an awareness of market behavior and competitive trends in designated market to anticipate changing customer needs; proactively manage customer base.
• Maintain a thorough knowledge of the Company’s available services, lines of business, pricing structures to assist sales personnel in particular selling circumstances as the need arises.
• Complete all required sales reports in a thorough and timely fashion.
• Review Customer Service Agreements for terms and conditions pricing, accuracy and other requirements.
• Perform other job-related duties, as required.

QUALIFICATIONS:

• Minimum of 5 years experience in a role that includes supervising or managing sales personnel and activities.
• Experience developing comprehensive sales strategies.
• 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 (written and verbal); 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.
• 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:

• High School diploma or GED.
• Minimum of 3 years of progressive experience in a sales role, including experience in peer leadership or supervision of other sales personnel.
• Valid driver’s license.

Pay Range: $97,790.00 - $153,670.00

Bonus Plan Details (if applicable): Bonus - Annual Incentive ("MIP") Target, 25% Annual

Rewarding Compensation and Benefits

Eligible 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.
• 401(k) plan with a generous company match.
• Employee Stock Purchase Plan (ESPP).

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.