Responsibilities

• Develops maximum potential sales volume and profitability from municipal markets within defined regional territory.
• Participates in short and long-term strategic Market and Sales Planning.
• Accountability for increasing WP market share and ensuring sales plans for territory are aligned and accomplished in accordance with company mission and established goals.
• Leverages through strategy assessments, planning, and cross functional interaction a high degree of internal and external client satisfaction.
• Drives acquisition and retention of governmental (city and county) contracts by maintaining critical relationships with elected officials, appointed staff and others influencing municipal contract decisions.
• Maintains close and active relationships with elected and key officials. Attend Commission/Council Meetings frequently.
• Seeks every opportunity to increase market share, revenue and profitability by securing new contracts and additional services by gaining support of decision-makers and attending to all critical buying influences.
• Accountable for assisting clients and functioning in a consultative "industry expert" capacity.
• Accountable for developing bid and RFP submittal packages and insuring that proposals meet all specification requirements, required pro-forma and superior level of professional quality in appearance and content. Increase Indent
• Interfaces with WP executives, managers, associates and customers in targeting opportunities and aggressively pursing viable leads.

Requirements

• Education: BA/BS degree in business, marketing, or equivalent field. Related work experience can be substituted for educational requirements.
• 3-5 years of sales/marketing/business development experience within the Waste Services Industry with heavy emphasis on the Municipal Sales Sector.
• 8+ years of sales experience, preferably selling to State and Local governments.
• Demonstrated use of strategic and consultative selling skills.
• Outstanding skills in negotiation, contract management, forecasting and strategic planning.
• Broad base of expertise across the sales process i.e. sales generation, customer interaction, presentation, client interaction, negotiation, account management, forecasting, pricing, and sales closure.
• Successful track record of developing win-win partnerships in competitive settings.
• Superior written and oral communication skills combined with above average organization, interpersonal, listening, presentation and problem solving skills.
• Professional demeanor and adaptability required to change as dictated by situation(s).
• Must demonstrate a basic understanding of applied use of sales automation technology used in support of the sales process.
• Proficiency in using array of software packages, including MS Outlook, Word, PPT and Excel.
• Experienced in developing strategies to increase sales volumes, manage costs and source potential opportunities through different channels.
• Knowledge of the Waste Industry, competitors, and relevant external forces that influence the client's buying decision.
• Well versed in problem solving, market research, financial/profitability analysis, pricing, and client relationship management.
• Organized and intellectually able to eliminate sales obstacles through creative and adaptive approaches.
• Must be prepared for extensive travel within a defined regional territory.
• High degree of autonomy, yet team oriented with ability to work cross functionally within dynamic environment.