Area Sales Manager - Casella Waste Systems, Inc.

Position Summary:

The Area Sales Manager (ASM) participates in the development of the sales strategy and required actions to achieve their assigned market area’s revenue goals in total as well as by line of business ensuring profitable revenue growth and retention. The incumbent works with the Regional Sales Manager to coach, develop, and mentor market area sales professionals, primarily Territory Sales and Commercial Services Representatives, to ensure the execution of market area sales strategies.

Key Responsibilities:

• Ensures achievement of market area financial goals through the successful development and execution of division sales strategy. 
  • Manages and directs sales team to achieve set sales goals and YOY growth of budgeted revenue and EBIT goals.
  • Manages multiple divisions within a region and customizes sales targets that align with broader Market Area growth strategies.
  • Tracks pricing program performance and works with sales representatives to take corrective action where applicable. 
  • Communicates with Regional Sales Manager, Division Controllers and Division Managers on progress of price increases and price programs
  • Collaborates with divisional teams to analyzes current business trends and development performance within the customer relationship management (CRM) system and recommends sales and marketing strategies based on results to ensure profitable growth and improvement across the region.
  • Tracks and manages key performance indicators (KPI), to develop future sales and marketing strategies.
• Provides coaching, mentoring, and support to sales professionals across the Market Area to achieve long-term and short-term sales goals set by the regional and executive team.
  • Coaches and mentors both developing and experienced sales professionals on setting and attaining long-term and short-term sales goals, executing marketing plans, and utilizing available technological resources to optimize individual, division, and regional sales performance.
  • Conducts quarterly key accountability reviews for all sales reps and provides coaching and guidance to ensure all key accountabilities are achieved.
• Hold sales team accountable for accurate and timely CRM usage by creating requirements for pre/post plans for all opportunities to be tracked in the CRM system.
• Drives the development of Market Area sales plans that yield a sustainable competitive advantage and translates consistent YOY organic growth with high execution of Market Area strategies.
  • Develops a growth plan in conjunction with guidance from the Regional Sales Manager prior to the start of the fiscal year.
  • Collaborates with sustainable growth, resource solutions, and regional teams to leverage all available company resources and business lines to offer a comprehensive full suite of customer solutions ensuring growth across the company.
  • Holds collective sales representative accountable for identifying and achieving minimum required leads per month for the Market Area.
• Collaborates with divisions, regional management teams, HR, and sustainable growth to identify needed positions, recruit, select, and onboard sales professionals within the geographic region.
• Works closely with departments across the company to ensure similar sales concepts, efforts, and growth across the company.
  • Assists with the standardization of sales processes, training, and technology with support from the Sales Operations & Analytics Manager.
  • Manages and provides leadership to team members by effectively communicating, establishing clear goals and objectives, coaching team members on achieving goals, and ensuring access to training and development. opportunities that assist employees in attaining the necessary skills to achieve and implement corporate and regional sales initiatives.
• Participates in training and other learning opportunities to expand knowledge of the company, products, sales, and services and performs any other duties needed to help drive our vision, fulfill our mission, and/or abide by our core values. 
• Ensures compliance with all company, state, and federal policies, regulations, and laws regarding employment and employee safety. 

Education, Experience & Qualifications:

The successful candidate will have a bachelor’s degree or equivalent experience and a minimum of 8-10 years of progressive sales leadership. The incumbent must have a history of succeeding in collaborative environments. A valid driver's license for periodic travel throughout the region (50-70%) is required. 

 

Strong interpersonal, relationship building, negotiation, communication, presentation, and analysis skills are required. Demonstrated sales results and a track record of success along with an ability to qualify, develop, and manage sales opportunities are expected. Proficient use of Office 365 and other related platforms and extensive knowledge of CRM database systems are necessary. 

 

Although not required, a degree in business, marketing, economics, or other related degree, relevant sales certifications, and experience or interest in an environmental and or sustainability field are preferred.

Attributes:

Competitive, charismatic, and results-driven individual who has the ability to build and maintain fruitful relationships based on personal integrity and trust and see the larger picture while synthesizing detailed information to create sales opportunities.

Benefits:

Medical, Dental, Vision, and Life & Disability Insurance, Paid Maternity & Parental Leave, Flexible Spending Accounts, Employee Stock Purchase Program, 401K, Employee Assistance Plan, Wellness Incentive, Employee Discounts, Tuition Reimbursement, Career Pathway Programs, and much more!