Industrial Sales Manager
I. Job Summary
Responsible for an assigned revenue budget and growth targets in a defined territory. The Industrial Sales Manager is responsible for the success of a group of assigned sales representatives in achieving targets, innovating new market strategies and continuous improvement.
II. Essential Duties and Responsibilities include the following. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other minor duties may be assigned.
- Works with defined sales team in both customer retention, growth and new business opportunities. Responsible for coaching and training sales team to sell all lines of service and develop unique customer solutions.
- Effectively utilizes, coordinates and cultivates strong relationships within the Market Areas. Works cohesively with all departments in the Market Area. Achieves or exceeds budgeted revenue goals for assigned Industrial Market Area without sacrificing overall profitability.
- Drive revenue growth within existing customer base, project work and new customer growth. Continually analyzes market forces and personnel dynamics while maintaining the delicate balance of customer satisfaction and growth without sacrificing company profitability.
- Regularly assesses market data, pricing trends, commission and labor costs to drive improve revenue and profitability.
- Promotes the full line of Waste Management services including hazardous waste, industrial waste, municipal solid waste, CD waste, transportation services, and on-site services.
- Defines and implements programs to improve market pricing through the use of A-C pricing tables, budgetary stretch goals, innovative pricing strategies, creative contracting strategies, and tactical teaming arrangements. Must be able to identify local market dynamics and be able to quickly define and implement well-devised countermeasures to offset competitive campaigns, pricing deterioration, and/or changes to regulatory drivers.
- Strives for 100% customer satisfaction by setting the industry standard for excellence in profile turnaround time, billing accuracy and sales and service.
- Meets or surpasses receivables management goals without sacrificing revenue or customer satisfaction.
- Critiques and maintains working Business Plans for all discrete sales territories and for the Industrial Market Area.
- Provides timely and accurate submittal of all internal and external reports to customers and superiors including expense reports, commissions, bonuses, Weekly Activity Reports, Quarterly reports, and other reports as assigned to drive sales improvement.
- Travels as necessary to attend company functions, customer meetings, and provide critical and developmental oversight of sales representatives. Develops succession plans for each sales territory.
- Utilizes in-depth knowledge of environmental compliance regulations governing treatment, storage, and disposal of hazardous waste.
- Demonstrates the ability to work with all levels of management across multiple educational disciplines, and maintains control of confidential information.
III. Supervisory Responsibilities
The highest level of supervisory skills required in this job is the management of supervisory employees. This includes:
- Direct supervision of 8 full-time employees, including: Account Managers (outside sales), Business Development Specialists, and Technical Services Managers.
IV. Work Environment
Listed below are key points regarding environmental demands and work environment of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.
- Required to use motor coordination with finger dexterity (such as keyboarding, machine operation, etc) part of the work day;
- Required to exert physical effort in handling objects less than 30 pounds rarely;
- Required to be exposed to physical occupational risks (such as cuts, burns, exposure to toxic chemicals, etc) rarely;
- Required to be exposed to physical environment which involves dirt, odors, noise, weather extremes or similar elements rarely;
- Normal setting for this job is: office setting.
V. Qualifications
The requirements listed below are representative of the qualifications necessary to perform the job.
A. Education and Experience
Required: Bachelor's Degree in science or related field, and a minimum of five (5) years experience in the hazardous waste industry and at least three years supervisory experience managing sales teams.
B. Certificates, Licenses, Registrations or Other Requirements
Required: valid Drivers License.
Preferred: CHMM or equivalent.
C. Other Knowledge, Skills or Abilities Required
Working knowledge of RCRA, TSCA, and DOT regulations, excellent oral and written skills, proficiency in Word, Excel, Outlook, and PowerPoint at an intermediate to advanced level, self-motivation, the ability to motivate employees and customers, and excellent organizational and communication skills in both small and large settings required.
REASONING ABILITY:
Ability to define problems, collects data, establishes facts, and draws valid conclusions. Must be able to interpret and extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
LANGUAGE SKILLS:
Must be able to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to respond to common inquires or complaints from customers, regulatory agencies, or members of the business community. Must demonstrate the ability to write reports, and business correspondence. Must effectively present information to top management, public groups, customers, and general public.
MATHEMATICAL SKILLS:
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Must be able to apply concepts of basic algebra and geometry.
PHYSICAL DEMANDS:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, feel, reach with hands and arms, talk, hear, stand and walk. The employee must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision, and color vision.
Additional Information:
- Travel Percentage: 50%
