Area Director Sales - Environmental Solutions

Area Director Sales-Environmental Services

The Area Director Sales-Environmental Services provides leadership, strategic guidance, support, and expertise to the company in order to achieve new sales and retention goals, as well as to improve the quality of revenue in the Environmental Services line of business. The Area Director Sales-Environmental Services supervises and works with the Area and Division Managers and Sales Staff to implement sales strategies and drive growth and retention while measuring success against those goals on a regular basis. The Area Director Sales – Environmental Services is also responsible for sales-related activities, including large scale contracts, in order to improve and maintain relationships, as well as organizational consistency and comprehensiveness of related policies, programs, and systems. This role interacts with current and prospective customers and vendors in the Environmental Services markets. This role also requires active involvement in various political, government, and industry associations, as well as community/civic activities.

Principal responsibilities include:

• Partnering with Area, Division, and Corporate leadership to determine strategic objectives for the company to include customer retention, customer prospecting, customer experience, and revenue management strategies.
• Working with Area and Division Managers to achieve new sales and retention goals, as well as to improve the quality of revenue in the Environmental Services’ lines of business.
• Managing sales performance and customer interaction through a leading CRM tool.
• Working with Area and Division Managers to develop and implement the Environmental Services plans that meet the short- and long-term strategic goals of the Area. Securing resources to support implementation.
• Analyzing and customizing Environmental Services sales force structure against defined sales opportunities in the defined marketplace.
• Analyzing and synthesizing Environmental Services sales department goals with company-wide goals and taking proactive measures to improve sales performance.
• Monitoring, gathering data, and analyzing the effectiveness of various customer, sales, and marketing programs and initiatives and providing effective feedback to relevant departments.
• Providing strategic vision and overseeing implementation of Environmental Services sales strategy to operational leadership and sales executives.
• Performing review and analysis of pre-implementation and post-implementation operating data to support the development of accurate pro forma models.
• Regularly reviewing sales activity funnels and results in comparison to new sales and retention goals to drive the organization toward achievement of budgeted expectations.
• Leading the Environmental Services sales team members through the establishment and implementation of “value selling and a standardized sales process.”
• Partnering with communications team to determine appropriate media coverage.
• Fostering an atmosphere conducive for professional development and career advancement.
• Leading the implementation of new sales programs and processes as determined by the company.
• Working with the business unit teams to understand and implement key processes and identify and solve for constraints while proactively identifying customer hurdles.
• Overseeing and participating in the RFP and Proposal Development process.
• Participating as needed in contract negotiations.
• Participating in cross-functional teams as needed and coordinating and managing the development of new projects.
• This position may require travel by air, car, and/or other modes of transportation up to 60% of the time.
• Perform other duties and projects as assigned.

Qualifications:

• Minimum of 8 years of progressive experience in a sales management role that includes experience managing other sales personnel and developing comprehensive sales strategies, business, and sales plans.
• Experience using business and sales software (i.e. Outlook, Excel, Salesforce or other CRM tools, etc.).
• Valid driver’s license.
• Experience with a focus on sales, client relations, and/or business development with proven expertise in exploration and production products and services, industrial services, and non-hazardous and hazardous waste services.
• Strong proven experience managing in a matrix environmental organization across a large geographic area.

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).

The statements used herein are intended to describe the general nature and level of the work being performed by an employee in this position, and are not intended to be construed as an exhaustive list of responsibilities, duties, and skills required by an incumbent so classified. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the company.

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.

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.

Strategy: Republic Services’ strategy is designed to generate profitable growth. Through acquisitions and industry advancements, we safely and sustainably manage our customers’ multiple waste streams through a North American footprint of vertically integrated assets. We focus on three areas of growth to meet the increasing needs of our customers:

• Recycling and Waste
• Environmental Solutions
• Sustainability Innovation

Recycling and Waste: We continue to expand our recycling and waste business footprint throughout North America through organic growth and targeted acquisitions. The 13 million customers we serve and our more than 5 million pick-ups per day provide us with a distinct advantage. We aggregate materials at scale, unlocking new opportunities for advanced recycling. In addition, we are cross-selling new products and services to better meet our customers’ specific needs.

Environmental Solutions: Our comprehensive environmental solutions capabilities help customers safely manage their most technical waste streams. We are expanding both our capabilities and our geographic footprint. We see strong growth opportunities for our offerings, including PFAS remediation, an increasing customer need.

Sustainability Innovation: Republic’s recent innovations to advance circularity and decarbonization demonstrate our unique ability to leverage sustainability as a platform for growth. The Republic Services Polymer Center is the nation’s first integrated plastics recycling facility. This innovative