Directs and oversees all aspects of surrounding the strategy and technical sales of all Clean Earth Lines of Business (LOB). Develop and drive key performance indicators focused on revenue growth. Develop sales strategies to meet/exceed quota including collaboration with operations to expand existing service offerings, and/or develop new services. Work with all sales directors to create a culture of success by developing a sales team that are technical in nature and can collaborate with other sales repetitive across all verticals. Direct management of technical sales and support teams aligned with the LOB’s – and facilitate professional development and coaching.
Manage hiring, training oversight, retention, and performance of the LOB technical sales team
Directly lead, manage, develop and technical sales and promote culture of cross selling.
Manage the technical sales budget, including forecasting and expenses.
Prepare and Implement Strategic Business Plans for each LOB to reach goals.
Support National Account sales strategy with LOB sales support.
Direct and manage Sales Productivity, and revenue growth while ensuring profitability. Ensure achievement to company goals.
Collaborate to produce Sales incentive plan that drives growth aligned with company goals.
Coordinate with internal department leaders to reduce churn and improve customer satisfaction.
Monitor business and process metrics to manage sales effectiveness.
Maintain in-depth working knowledge of the company’s brands, systems, and processes.
Work closely with Marketing for Lead generation, and other related support.
Communicate and foster relationships with clients both internal and external
Successfully navigate complex contract negotiations with clients in collaboration with sales representatives
Understand Industry Regulations, Competition and Disposal/Recycling options
Project and Change management, as assigned by manager
Perform other reasonably related tasks as assigned by manager
Work with Commercial Training Manager and/or Outside Vendors to develop training program for team members (Sales Process and Internal Processes).
Work with internal Leaders to foster a culture of collaboration.
Other duties as assigned.
Basic Qualifications:
Bachelor’s degree in Sales, Marketing, Management, or Environmental/Science
15+ years of sales experience, including 8+ years of managerial experience leading sales teams in an industrial service industry.
Ability to travel as necessary (possibly up to 50% travel)
Preferred Qualifications:
15+ years Hazardous Waste regulatory knowledge (RCRA, DOT, State). Hazardous waste industry experience preferred.
5+ years Salesforce.com CRM experience
Proven track record of meeting/exceeding Sales Goals
Knowledge of personal computer applications required (Excel, Word, PowerPoint). Experience with an enterprise CRM system desirable
Excellent written and oral communication and presentation skills with the ability to speak and communicate effectively with clients and internally, including executive/senior leadership.
Ability to consistently meet deadlines
Advanced consulting, influencing and negotiation skills. Ability to ensure strategic alignment with multiple parties.
Strong leadership skills. Ability to assign priorities in a fast-paced changing environment
Highly Self-motivated to develop strategic, tactical sales generation
Ability to collaborate and bridge across functional boundaries
Strong business acumen and able to develop a team that is highly motivated and achieves company objectives.
Strategic thinker with open mindset
Ability to understand Profit and Loss statements and forecasting/budgeting
All your information will be kept confidential according to EEO guidelines.