Municipal Sales Manager - Government

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POSITION SUMMARY:

The Manager, Municipal Sales is responsible for the development and implementation of the division sales strategy for municipal contract extensions, retentions, and new business of municipal hauling and homeowner association sales opportunities, to ensure growth, retention, and quality of revenue in the division/area. The Manager, Municipal Sales also prospect, sells, and participates in account management and retention activities to ensure the long term targeted, profitable sales growth of municipal hauling and homeowners’ association business, as well as supports and manages government affairs activities in the assigned division.

• Prospect, sell and proactively manage the business relationship within an assigned division for the municipal market. Negotiate pricing and contracts, including contract extensions, as appropriate. Ensure that all approved contract terms are met.
• Attend bid conferences as necessary. Prepare and deliver responses to RFPs and bids, as well as sales presentations and follow up directly with key decision-makers.
• Develop and implement comprehensive account plans (sales, marketing and service programs/strategies) to achieve annual sales and profit objectives within the assigned territory. Involve the Area President and/or General Manager in sales and government relations activities as needed.
• Meet regularly with key decision-makers within assigned municipalities, state and federal agencies to enhance the company’s position and continuously bring value-added services to the relationship.
• Conduct on-site client reviews to ensure that quality service is delivered, document deficiencies and recommend corrective action to operations as appropriate.
• Maintain awareness of market dynamics and competitors’ activity. Attend industry trade shows and participate in local or state industry associations and trade groups. Develop/implement approved strategies to increase account penetration and satisfaction to ensure profitable client retention.
• Coordinate sales, surveys, and service efforts with operations management for assigned accounts/territory; be politically astute in daily dealings with client families.
• Coordinate with Pricing and Corporate Development teams for proforma development and assist in collection and/or accounting adjustments as needed.
• May seek out and coordinate development of new solid waste infrastructure projects and manage projects through the development cycle, in coordination with Corporate Development.
• Prepare and maintain all sales documentation (Blue sheets, Sales Funnel, Client Profile, etc.) by populating and maintaining the CRM system weekly.
• Attend council and/or board meetings as necessary and respond to customer issues with key decision-makers.
• Maintain awareness of political and social issues impacting customers and strategy.
• Performs other job-related duties as assigned.

• Knowledge of all facets of sales strategy and implementation including market research, customer prospecting, sales promotion and customer retention strategies. Municipal sales training programs may be required.
• 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 and customer contact position, government relations and customer contact position or the waste industry as a sales manager or similar position.

• 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…