Description
SUMMARY OF POSITION:
The Sales Supervisor provides for the short- and long-term growth of WP revenues through superior business development, communication, relationship building, client retention team leadership and selling efforts. The Sales Supervisor will support the growth and development of the sales team in an assigned Region and manages all sales related activities including proper sales administration, sales deployment, and training effectiveness. Through developed partnerships and a high degree of interaction with commercial clients, Region and Division internal business leaders, governmental officials and key strategic partners, new contracts are acquired and/or existing contracts extended for the collection, processing, transportation and disposal of solid waste and recyclables. The Sales Supervisor uses conceptual/strategic selling skills to understand economic and buying influences and works with his/her team to meet client expectations and close deals. In addition, works closely with each Division ensuring that Net Growth Budgets are met and exceeded each FY. Sales opportunities are targeted, qualified, and responded to, negotiated and successfully closed via the use of company CRM (salesforce). This position supports the prospecting efforts for all potential clients in a defined area, including existing client relationships. Additionally, sales efforts are closely aligned with WP marketing resources to create differentiating proposals, bids, and RFPs.
ESSENTIAL JOB FUNCTIONS:
1.
Via the Waste Pro CRM/Saleforce and other tools; drives accountability for providing coaching, direction and support to area sales teams. Monitors sales performance of team and defines skills/services needed to enhance sales productivity (Leads, Trains, Monitors and Motivates).
2.
Provides sales coaching individual training in the field and in scheduled team sales meetings
3.
Develops maximum potential sales volume and profitability within defined regional territory.
4.
Participates in short and long-term strategic Market Planning and Sales Deployment.
5.
Accountability for increasing WP market share and ensuring sales plans for territory are aligned and accomplished in accordance with divisional market plan and established goals.
6.
Works directly with corp commission admin monitoring the sales incentive plan(s) and ensures that area sales team is accounted for and rewarded properly.
7.
Leverages through strategy assessments, planning, and cross functional interaction a high degree of internal and external client satisfaction with Customer Experience Director.
8.
Drives acquisition and retention of contracts by maintaining critical relationships with customers, other influencing decision makers while protecting profitability.
9.
Accountable in partnership with Region Sales Manager, marketing, and RVP/DVP and corporate management for developing bid and RFP submittal packages and ensuring that proposals meet all specification requirements, required pro-forma and superior level of professional quality in appearance and content.
10.
Interfaces with WP executives, managers, associates and customers in targeting opportunities and aggressively pursuing leads.
Waste Pro USA
2
11.
Stays directly involved in issue resolution and develops effective escalation plans for each division assigned.
12.
Actively participates in community events and activities where applicable to promote WP's distinguishable difference (e.g. Local League of Cities, Keep America Beautiful affiliates, community cleanup events, civic associations, local charitable organizations, etc.).
13.
Keeps management apprised of individual and sales team activities which may impact WP, Region, and/or Division via the use of CRM (salesforce) or other WP information systems.
14.
Partners with Corporate Sales, Marketing and Regional Specialists surrounding possibilities for press coverage, need for collateral literature, advertising, and sponsorship recommendations.
15.
Maintains awareness of competition and trends affecting the industry.
OTHER JOB RESPONSIBILITIES:
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Employees in this job classification must attend and participate in corporation sponsored training courses as assigned.
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Employees in this job classification are responsible for keeping up to date on current technology, as job appropriate, being used by Waste Pro USA.
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Any additional job duties that may be assigned by the Supervisor.
QUALIFICATIONS:
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Education: Prefer BA/BS degree in business, marketing, or equivalent experience. Related work experience can be substituted for educational requirements
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3-5 years of sales/marketing/business development experience within the Waste Services Industry or managed services, business to business (contract based) experience.
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Demonstrated use of consultative and solutions based selling skills.
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Outstanding skills in negotiation, contract management, forecasting and strategic planning.
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Broad base of expertise across sales processes i.e. sales generation, customer interaction, presentation, client interaction, negotiation, account management, forecasting, pricing, and sales closure.
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Successful track record of developing win-win partnerships in competitive settings.
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Superior written and oral communication skills combined with above average organization, interpersonal, listening, presentation and problem-solving skills.
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Professional demeanor and adaptability required to change as dictated by situation(s).
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Must demonstrate a basic understanding of applied use of sales automation technology used in support of the sales process.
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Prior experience in a CRM tool and use of pipeline management tools.
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Proficiency in using array of software packages, including MS Outlook, Word, PPT and Excel.
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Experienced in developing strategies to increase sales volumes, manage costs and source potential opportunities through different channels.
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Well versed in problem solving, market research, financial/profitability analysis, pricing, and client relationship management.
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Organized and intellectually able to eliminate sales obstacles through creative and adaptive approaches.
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High degree of autonomy, yet team oriented with ability to work cross functionally within dynamic environment.
Waste Pro USA
3
Special Considerations/Physical Work Requirements:
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.
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Required to use motor coordination with finger dexterity (such as keyboarding, machine operation, driving, etc.) most of the workday.
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Properly licensed with ability to drive a motor vehicle extensively within a defined sales area/territory
WORK ENVIRONMENT:
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Normal setting for this job is: Office Setting/Outside Field Sales.
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