Vice President, Sales - Manufacturing & Post Collections

Vice President, Sales

The Vice President, Sales is responsible for sales leadership, strategy, P&L results and industry expertise to achieve profitable, integrated growth for the Company. They are responsible for profitably growing the business by acquiring new customers and expanding share of wallet with existing customers. In addition to driving integrated growth across all our customers, this role will own the retention and growth goals for acquisitions within their assigned line of business. The VP, Sales works with the Area, BU, Division and Corporate leaders and Sales team to design and implement sales strategies that drive growth and retention, while measuring success against those goals on a regular basis. The VP, Sales is also responsible for sales-related activities, including large-scale contracts, to improve and maintain relationships, as well as a comprehensive sales business management system of related metrics, policies, programs and systems.

Principal Responsibilities:

• Partners with Area, BU, Division and Corporate leadership to determine strategic objectives for the Company to include integrated growth, customer retention, customer prospecting and acquisition, customer experience, and revenue management strategies.
• Works with Area, BU and Division Sales leaders to achieve new sales and retention goals, as well as to improve the profitability of revenue in assigned line of business.
• Manages sales performance and customer interaction through a leading CRM tool and business management system.
• Drives integrated growth and cross-sell initiatives across all lines of business, leveraging synergies between environmental services, environmental solutions, waste collection, recycling, sustainability innovation, and compliance programs to maximize customer value.
• Analyzes and customizes sales force structure against defined sales opportunities in the defined marketplace. Analyzes and synthesizes sales department goals with company-wide goals and takes proactive measures to improve sales performance.
• Monitors, gathers data, and analyzes the effectiveness of various customer, sales and marketing programs and initiatives and provides effective feedback to relevant departments.
• Provides strategic vision and oversees implementation of sales strategy to operational and sales leadership.
• Performs review and analysis of pre-implementation and post-implementation operating data to support the development of accurate pro forma models.
• Regularly reviews sales activity funnels and results in comparison to new sales and retention goals to drive the organization toward achievement of budgeted expectations.
• Leads the team members through the establishment and implementation of "priority-based selling and a standardized sales process."
• Works with the business unit teams to understand and implement key processes and identify and solve for constraints while proactively identifying customer hurdles.
• Oversees, participates, and has decision-making responsibility in the RFP and Proposal Development process.
• Participates as needed in contract negotiations.
• This position requires 60%+ travel by air, car and/or other modes of transportation.
• Perform other duties and projects as assigned.

Qualifications:

• Strong sales leadership, P&L responsibility, team management, and collaboration skills with proven experience managing in a matrix environment across a large geographic area preferred.
• Excellent verbal and written communication skills.
• Excellent organizational, analytical and documentation skills.

Minimum Requirements:

• Minimum of 10 years of experience in sales leadership roles that includes experience within the waste management, environmental solutions, environmental services or industrial services industries.