POSITION SUMMARY: The Sales Supervisor assists the Sales Manager or General Manager with planning, organizing, directing and coordinating the activities of the sales function for an assigned division or business unit to maximize sales volume, driving targeted profitable growth and professionally developing the sales staff. In addition, the Sales Supervisor may manage assigned accounts and perform such functions as prospecting new clients and retaining existing customers.
PRINCIPAL RESPONSIBILITIES:
Provide sales coaching and training on an individual basis and through regular team meeting to improve sales results and drive targeted profitable growth. Activities may include "ride-along" with sales personnel to provide training and coaching, as well as attending customer meetings.
Provide assistance to field sales leadership in the implementation and execution of business strategies and marketing plans.
Supervise a staff of sales professionals and participate in hiring, training, coaching and performance management.
Supervise sales personnel in the effective implementation of the Company's pricing initiatives; partners with leadership to ensure that budgeted pricing metrics are being achieved.
Assist, as necessary, with new customer solicitation, bid preparation and customer retention strategies.
Meet regularly with sales personnel and management to review sales activity funnel (CRM tool), customer retention and relationship activities, review sales performance compared to goal, production and training needs.
Ensure the sales professionals' effective use of the Company's Contact Relationship Management tool to develop robust information profiles on prospective customers and facilitate acquisition of new customers.
Maintain accountability for sales goal achievement, including but not limited to respective key metrics and/or budget achievement.
Proactively contact assigned accounts to identify customer needs, changing requirements or potential issues and resolve accordingly.
Maintain an awareness of market behavior and competitive trends in designated market to anticipate changing customer needs; proactively manage customer base.
Maintain a thorough knowledge of the Company's available services, lines of business, pricing structures and sell additional services to existing commercial and industrial clients, including total waste stream management, as appropriate, to grow targeted revenue and contribute to Company goals and objectives.
Complete all required sales reports in a thorough and timely fashion.
Assist the Sales Manager in the review Customer Service Agreements for terms and conditions pricing, accuracy, etc.
Perform other job-related duties, as required.
QUALIFICATIONS:
Professional presentation; is confident, assertive and displays a high level of self-esteem.
Good time management skills to ensure assigned responsibilities are completed in an efficient manner.
Good communication skills; is able to effectively communicate to all levels of management, both internally and externally.
Strong active listening skills; gives full attention to what other people are saying, taking time to understand the points being made, asking questions when appropriate, and letting others fully state their ideas.
Grasps concepts quickly and has good follow through skills; adheres to work schedule and follows through on challenges as they arise; maintains a positive outlook.
Has the ability to identify the information needed to clarify a situation; seeks information from appropriate sources; has the ability to tackle a problem using a logical, sequential approach and can anticipate the implications of actions.
Good written and verbal presentation skills.
Is self-motivated; maintains a feeling of pride in work; has a strong work ethic and strives to achieve all goals; is competitive and has a strong drive to win; takes appropriate risks.
Is trustworthy and maintains the highest level of confidentiality at all times.
Is high energy, friendly and engaging; has excellent persuasion skills; can persuade others to change their minds or behavior.
Has a service orientation; is actively looking for ways to help people.
Ability to foster teamwork and enlist the support and participation of others.
Demonstrates the ability for innovation and supports organizational change to enhance organizational effectiveness.
Is responsible for one's performance and sets clear expectations for the performance of his or her team.
MINIMUM REQUIREMENTS:
High School diploma or GED.
Two or more years of progressive experience in a sales role, including experience training, mentoring, coaching, setting standards and/or acting as a resource for others.
Valid driver's license.
Pay Range:
$90,800.00 - $136,200.00
Bonus Plan Details (if applicable):
Bonus - Annual Incentive ("MIP") Target, 15% Annual
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.
401(k) plan with a generous company match.
Employee Stock Purchase Plan (ESPP).
The statements used herein are intended to describe the general nature and level of the work being performed by an employee in this position, and are not intended to be construed as an exhaustive list of responsibilities, duties and skills required by an incumbent so classified. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the Company.
Republic Services is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, protected veteran status, relationship or association with a protected veteran (spouses or other family members), genetic information, or any other characteristic protected by applicable law.
ABOUT THE COMPANY
Republic Services, Inc. (NYSE: RSG) is a leader in the environmental services industry. We provide customers with the most complete set of products and services, including recycling, waste, special waste, hazardous waste and field services. Our industry-leading commitments to advance circularity and support decarbonization are helping deliver on our vision to partner with customers to create a more sustainable world.
In 2023, Republic's total company revenue was $14.9 billion, and adjusted EBITDA was $4.4 billion. We serve 13 million customers and operate more than 1,000 locations, including collection and transfer stations, recycling and polymer centers, treatment facilities, and landfills.
Although we operate across North America, the collection, recycling, treatment, or disposal of materials is a local business, and the dynamics and opportunities differ in each market we serve. By combining local operational management with standardized business practices, we drive greater operating efficiencies across the company while maintaining day-to-day operational decisions at the local level, closest to the customer.
Our customers, including small businesses, major corporations and municipalities, want a partner with the expertise and capabilities to effectively manage their multiple recycling and waste streams. They choose Republic Services because we are committed to exceeding their expectations and helping them achieve their sustainability goals. Our 41,000 team members understand that it's not just what we do that matters, but how we do it.
Our company values guide our daily actions:
Safe : We protect the livelihoods of our colleagues and communities.
Committed to Serve : We go above and beyond to exceed our customers' expectations.
Environmentally Responsible: We take action to improve our environment.
Driven : We deliver results in the right way.
Human-Centered: We respect the dignity and unique potential of every person.
We are proud of our high employee engagement score of 86. We have an inclusive and diverse culture where every voice counts. In addition, our team positively impacted 4.6 million people in 2023 through the Republic Services Charitable Foundation and local community grants. These projects are designed to meet the specific needs of the communities we serve, with a focus on building sustainable neighborhoods.
STRATEGY
Republic Services' strategy is designed to generate profitable growth. Through acquisitions and industry advancements, we safely and sustainably manage our customers' multiple waste streams through a North American footprint of vertically integrated assets.
We focus on three areas of growth to meet the increasing needs of our customers: recycling and waste, environmental solutions and sustainability innovation.
With our integrated approach, strengthening our position in one area advances other areas of our business. For example, as we grow volume in recycling and waste, we collect additional material to bolster our circularity capabilities. And as we expand environmental solutions, we drive additional opportunities to provide these services to our existing recycling and waste customers.
Recycling and Waste
We continue to expand our recycling and waste business footprint throughout North America through organic growth and targeted acquisitions. The 13 million customers we serve and our more than 5 million pick-ups per day provide us with a distinct advantage. We aggregate materials at scale, unlocking new opportunities for advanced recycling. In addition, we are cross-selling new products and services to better meet our customers' specific needs.
Environmental Solutions
Our comprehensive environmental solutions capabilities help customers safely manage their most technical waste streams. We are expanding both our capabilities and our geographic footprint. We see strong growth opportunities for our offerings, including PFAS remediation, an increasing customer need.
SUSTAINABILITY INNOVATION
Republic's recent innovations to advance circularity and decarbonization demonstrate our unique ability to leverage sustainability as a platform for growth.
The Republic Services Polymer Center is the nation's first integrated plastics recycling facility. This innovative site processes rigid plastics from our recycling centers, producing recycled materials that promote true bottle-to-bottle circularity. We also formed Blue Polymers, a joint venture with Ravago, to develop facilities that will further process plastic material from our Polymer Centers to help meet the growing demand for sustainable packaging. We are building a network of Polymer Centers and Blue Polymer facilities across North America.
We continue to advance decarbonization at our landfills. As demand for renewable energy continues to grow, we have 70 landfill gas-to-energy projects in operation and plan to expand our portfolio to 115 projects by 2028.
RECENT RECOGNITION
Barron's 100 Most Sustainable Companies
CDP Discloser
Dow Jones Sustainability Indices
Ethisphere's World's Most Ethical Companies
Fortune World's Most Admired Companies
Great Place to Work
Sustainability Yearbook S&P Global
