The Manager, Municipal Sales is responsible for developing and implementing the division sales strategy for municipal contract extensions, retentions, and new business opportunities.
Requirements
- Prospects, sells, and proactively manages the business relationship within an assigned division for the municipal market.
- Negotiates pricing and contracts, including contract extensions, as appropriate.
- Ensures that all approved contract terms are met.
- Attends bid conferences as necessary.
- Prepares and delivers responses to RFP's and bids, as well as, sales presentations and follows up directly with key decision-makers.
- Develops and implements comprehensive account plans (sales, marketing and service programs/strategies) to achieve annual sales and profit objectives within the assigned territory.
- Meets 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.
- Conducts on-site client reviews continually to ensure that quality service is effectively delivered, documents deficiencies and effectively recommends corrective action to operations team as appropriate.
- Maintains an awareness of market dynamics and competitors' activity in areas where the company conducts business.
- Attends industry trade shows and participates in local or state industry associations and trade groups.
- Develops/implements approved strategies and activities to increase account penetration & satisfaction to ensure profitable client retention.
- Meets with operations management as appropriate to coordinate sales, surveys, and service efforts for assigned accounts/territory.
- Meets with Pricing; Corporate Development teams, as appropriate, to coordinate proforma development for new, extension and retention opportunities, and may assist in the collection and/or accounting adjustments with delinquent accounts.
- May seek out and coordinate development of new solid waste infrastructure projects and manages projects through the development cycle and conclusion, working in coordination with Corporate Development.
- Prepares and maintains all sales documentation (Blue sheets, Sales Funnel, Client Profile, etc.) by populating and maintaining the CRM system on a weekly basis.
- Attends council and/or board meetings as necessary.
- Prepares and delivers responses to customer issues and follows up directly with key decision-makers.
- Maintains awareness of political and social issues impacting customers and strategy.
Benefits
- 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.
- 401(k) plan with a generous company match.
- Employee Stock Purchase Plan (ESPP).
