Sr. Manager Strategic Services - ES

POSITION SUMMARY: The Senior Manager Strategic Services relies on a thorough understanding of the management and implementation of onsite waste management programs, and services. They will execute the sales process for large and complex industrial and manufacturing customers. Acts as a critical link between the National Accounts sales team, Area Account Executives, and Corporate and Area technical resources to cultivate and orchestrate strategic opportunities for all RSG service lines.

PRINCIPAL RESPONSIBILITIES:

• Build and manage a portfolio of strategic complex industrial and manufacturing customers’ accounts for waste disposal, transportation, and comprehensive environmental services on a national scale.

• Develops and implements strategic plans and market analysis while working directly with Area and Corporate Teams utilizing current market data to target and acquire new customers.

• Acts as a link between National Accounts, Area Account Executives, and other strategic sales lines by openly communicating and participating in the selling approach for targeted, highly complex customer segments.

• Interfaces with and collaborates with key internal executives and technical personnel within Republic Services Corporate and Field Area groups to build a strong internal network of partnership and support.

• Serves as capture lead on strategic opportunities, working with Technical and Transportation staff and National Account and field teams to execute on a well-defined, highly collaborative pursuit strategy to acquire assigned targeted regional and/or national prospects

• Works with Environmental Solutions Customer Support, Operations and Finance staff to successfully onboard new customers

• Prepares and delivers a broad range of compelling sales presentations to multiple levels and environments within the prospect organization. Effectively manages the follow-up and negotiations with key leaders within client organizations.

• Possesses a thorough understanding of the legal implications of customer contracts and conducts contract negotiations to include involvement with legal review.

• Maintains and builds rapport with senior and C-level executives to formulate strong, long-term business relationships built on trust and confidence to satisfy key buying criteria and close deals.

• Develops and maintains a heightened awareness of market dynamics, emerging opportunities, and competitive trends. Facilitates collection and communication of customer data for the organization.

• Maintains a thorough working knowledge of the company’s current product and service offering, pricing structure, contract management parameters, policies, and procedures.

• Travel, some overnight, required as needed.

• Performs other job-related duties as assigned or apparent.

QUALIFICATIONS:

• Knowledge of national hazardous waste disposal and transportation landscape (both rail and trucking) highly desirable

• A proven track record of generating new business opportunities in the Environmental Field

• Strong technical expertise with an extensive understanding of environmental solutions, and regulatory compliance

• Excellent verbal and written communication skills, including strong presentation skills and the ability to produce high quality, error free work in a fast-paced work environment

MINIMUM QUALIFICATIONS:

• 7-10 years relevant sales management, account management, consulting, business development or industry experience

• At least 3 years of experience in leading a team and organizational function.

ROLE HIGHLIGHTS:

• Salary range: 132,600.00 - 165,700.00 - 198,800.00 DOE
• Travel: 50% or more travel annually.

Rewarding Compensation and Benefits

Eligible employees can elect to participate in:
• 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 (ESPP).

The statements used herein are intended to describe the general nature and level