Vice President, Sales - Manufacturing & Post Collections

Vice President, Sales

POSITION SUMMARY: The Vice President, Sales is responsible for sales leadership, strategy, P&L results and industry expertise to achieve profitable, integrated growth for the Company. They are responsible for profitably growing the business by acquiring new customers and expanding share of wallet with existing customers. In addition to driving integrated growth across all our customers, this role will own the retention and growth goals for acquisitions within their assigned line of business. The VP, Sales works with the Area, BU, Division and Corporate leaders and Sales team to design and implement sales strategies that drive growth and retention, while measuring success against those goals on a regular basis. The VP, Sales is also responsible for sales-related activities, including large-scale contracts, to improve and maintain relationships, as well as a comprehensive sales business management system of related metrics, policies, programs and systems.

PRINCIPAL RESPONSIBILITIES:

• Partners with Area, BU, Division and Corporate leadership to determine strategic objectives for the Company to include integrated growth, customer retention, customer prospecting and acquisition, customer experience, and revenue management strategies.
• Works with Area, BU and Division Sales leaders to achieve new sales and retention goals, as well as to improve the profitability of revenue in assigned line of business.
• Manages sales performance and customer interaction through a leading CRM tool and business management system.
• Drives integrated growth and cross-sell initiatives across all lines of business, leveraging synergies between environmental services, environmental solutions, waste collection, recycling, sustainability innovation, and compliance programs to maximize customer value.
• Analyzes and customizes sales force structure against defined sales opportunities in the defined marketplace. Analyzes and synthesizes sales department goals with company-wide goals and takes proactive measures to improve sales performance.
• Monitors, gathers data, and analyzes the effectiveness of various customer, sales and marketing programs and initiatives and provides effective feedback to relevant departments.
• Provides strategic vision and oversees implementation of sales strategy to operational and sales leadership.
• Performs review and analysis of pre-implementation and post-implementation operating data to support the development of accurate pro forma models.
• 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 the team members through the establishment and implementation of "priority-based selling and a standardized sales process."
• Works with the business unit teams to understand and implement key processes and identify and solve for constraints while proactively identifying customer hurdles.
• Oversees, participates, and has decision-making responsibility in the RFP and Proposal Development process.
• Participates as needed in contract negotiations.
• This position requires 60%+ travel by air, car and/or other modes of transportation.
• Perform other duties and projects as assigned.

QUALIFICATIONS:

Strong sales leadership, P&L responsibility, team management, and collaboration skills with proven experience managing in a matrix environment across a large geographic area preferred.

Excellent verbal and written communication skills.

Excellent organizational, analytical and documentation skills.

MINIMUM REQUIREMENTS:

Minimum of 10 years of experience in sales leadership roles that includes experience within the waste management, environmental solutions, environmental services or industrial services industries.

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.
• Retirement plan with a generous company match.
• Employee Stock Purchase Plan (ESPP).
• Paid Time Off (PTO)

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.

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.