Manager Municipal Sales

About the Role

Key Responsibilities

• Prospects, sells, and proactively manages the business relationship within an assigned division for the municipal market, including negotiating pricing and contracts and ensuring all approved contract terms are met.
• Attends bid conferences, prepares and delivers responses to RFPs and bids, and conducts sales presentations while following up with key decision-makers.
• Develops and implements comprehensive account plans (sales, marketing, and service strategies) to achieve annual sales and profit objectives within the assigned territory, involving senior management as needed.
• Meets regularly with key decision-makers within municipalities, state, and federal agencies to enhance the company's position and provide value-added services.
• Conducts on-site client reviews to ensure quality service delivery, documents deficiencies, and recommends corrective actions to operations.
• Maintains awareness of market dynamics and competitors' activity, attends industry trade shows, and participates in local or state industry associations and trade groups.
• Coordinates with operations management for sales, surveys, and service efforts for assigned accounts/territory.
• Prepares and maintains all sales documentation using the CRM system, including Blue sheets, Sales Funnel, and Client Profiles.
• Prepares and delivers responses to customer issues and follows up with key decision-makers.
• Performs municipal waste assessments to ensure quality service and recommends corrective actions.
• Develops and implements strategies to increase account penetration and satisfaction for profitable customer retention.
• Coordinates with Pricing and Corporate Development teams for proforma development and project management of infrastructure projects.
• Attends council and/or board meetings as necessary and participates in community associations and trade groups.
• Maintains awareness of political and social issues impacting customers and strategy, and performs other related duties as assigned.

Requirements

• Knowledge of all facets of sales strategy and implementation, including market research, customer prospecting, sales promotion, and customer retention strategies.
• Excellent oral and written communication skills.
• Strong interpersonal skills.
• Ability to effectively manage multiple tasks.
• Sales or customer relationship experience.
• Governmental sales experience.
• Waste or environmental services industry experience.
• Past service as an elected government official.
• High school diploma or G.E.D.
• Minimum of 3 years of experience in government sales or relations activities, customer contact, or the waste industry as a sales manager or similar position.

Nice to Have

• Experience completing municipal sales training programs.

Benefits & Perks

• Comprehensive medical benefits coverage, dental plans, and vision coverage.
• Health care and dependent care spending accounts.
• Short- and long-term disability insurance.
• 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).