Waste Connections is searching for a Sales Manager to join our team!
This is a full-time, onsite position working out of our Rockford, IL office.
A Day In The Life Of A Waste Connections Sales Manager:
Waste Connections is not only the best waste services company in the U.S., but it is also an amazing place to realize your potential, make decisions, have your voice heard, and partner with extremely hard working and passionate people! We seek servant leaders, mentors, top performers, and fun people. At Waste Connections, we value each individual’s unique background, experience, and passion to make us a great place to work.
The Sales Manager develops the sales strategy to achieve volume growth, price targets, productivity improvements, and customer retention. The Sales Manager also determines the sales organization structure, team member roles and compensation. In addition, they will provide on-going performance review and coaching to support the reps in achieving their targets.
- Plan budget and key metrics such as volume, pricing, new business, retention, density, and productivity.
- Develop and deliver on the sales budget.
- Budget, plan, and execute annual and monthly rate adjustments (e.g. set goals to target segments or overloaded accounts).
- Establish sales targets for each rep; guide/mentor sales team to achieve sales and retention targets.
- Determine territory structure: type of roles, areas of focus, and number of reps.
- Conduct extensive mid-year review to reset roles and areas of focus (if required), and territory assignments (e.g., after an acquisition).
- Review account retention (e.g., understand saves and losses) to improve process and pricing; collaborate with inside retention roles, including Customer Service.
- Develop protocols for “saves” (i.e. dollar volume required for a rep visit when Manager is involved).
- Review pipeline weekly using CRM reporting.
- Meet each rep weekly to review expectations for the week, previous week’s results, and specific initiatives or areas requiring support.
- Conduct annual reviews and a mid-year update.
- Provides input for the development of and/or approves strategic sales plans, schedules, and strategies to win major accounts and municipalities.
- Performs quarterly and annual performance evaluations and takes corrective actions when required.
- Spend an average of three days each week working in the field making joint sales calls, coaching, and developing sales skills.
- Meets with operations management as appropriate to coordinate sales and service efforts for assigned accounts/territory.
- Prepare written reports of sales activities including forecast, lost accounts, actual production to goal, etc.
What You Have To Have:
- Bachelor’s Degree in Business Administration or equivalent experience preferred.
- 5 years’ sales experience, preferably in a contract sales environment.
- 3-5 years’ sales management experience with demonstrated coaching and leadership skills.
- Tact, diplomacy, and people skills for business development with key customers, and to diffuse key customer issues.
- Analytical skills to determine margins, density needs, incentives, and pricing.
- Knowledgeable in MS Office to create documents and presentations.
- Proven time management and territory management skills.
What’s in it for you?
You will be joining a team environment and colleagues who embrace a “work hard, play harder” culture.
Our compensation package is competitive, and comes with excellent benefits, including medical, dental, vision, flexible spending account, long term & short-term disability, life insurance, 401K retirement and unlimited opportunities to "Connect with Your Future".
You’ll also be associating yourself with a company that likes to lead by example, through a strong presence in our local communities, charitable giving, sustainability initiatives, and more.
Waste Connections is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to disability or protected veteran status.
Skills Required
- Bachelor's Degree in Business Administration or equivalent experience
- 5 years' sales experience, preferably in a contract sales environment
- 3-5 years' sales management experience
- Tact, diplomacy, and people skills for business development
- Analytical skills to determine margins, density needs, incentives, and pricing
- Knowledgeable in MS Office to create documents and presentations
- Proven time management and territory management skills
What We Do
Waste Connections, Inc. is an integrated solid waste services company that provides waste collection, transfer, disposal and recycling services in mostly exclusive and secondary markets in the U.S. and Canada. Through its R360 Environmental Solutions subsidiary, the Company is also a leading provider of non-hazardous oilfield waste treatment, recovery and disposal services in several of the most active natural resource producing areas in the United States, including the Permian, Bakken and Eagle Ford Basins. Waste Connections serves more than six million residential, commercial, industrial, and exploration and production customers from a network of operations in 39 states, six provinces and the District of Columbia. The Company also provides intermodal services for the movement of cargo and solid waste containers in the Pacific Northwest. Our corporate strategy targets secondary and suburban markets that have strong demographic growth trends and where competitive barriers to entry can be developed. We seek to avoid highly competitive, large urban markets and target markets where we can provide either non-integrated or integrated solid waste services under exclusive arrangements, or markets where we can be integrated and attain high market share. We are a leading provider of solid waste services in most of our markets, and approximately 50% of our revenues are derived from market areas where we have franchise or exclusive rights to provide our waste services.
