Area Manager I – Public Sector Solutions

Role Overview

• Directs the development and execution of strategic plans and product development to secure environmental service contracts for Government (both Municipal and County), Educational and Federal facilities throughout an Area with less than $200 million in Public Sector annual revenue.
• Develops and maintains relationships with key political and community leaders and directs all aspects of the Market Area's political relationship base.
• Partners with the Area Vice President or Group Segment Director to identify growth targets and strategies.
• Develops budget and resource assessments to integrate sales/service offerings (recycling, organics etc.) within the Area.
• Hires, trains, coaches and manages Public Sector Sales Representatives.
• Communicates verbally and in writing with Waste Management senior leadership in regard to financial proformas, acquisitions, and contracts.
• Establish and maintain strategic community partnerships to build significant, long-term relationships with key customers.
• Build, maintain and manage political relationships with key decision makers and industry influencers in contracted communities.
• Develop and manage annual operating expense budgets for public education, political and community activities and strategies.
• Develop annual revenue budget and plans to meet goals, including price increase strategy and timing, capital needs, service offerings and resource allocations.
• Oversee education and community outreach activities including print, electronic media and direct mail campaigns.
• Partner with Market Area leadership to develop growth and retention strategies to meet WM's growth goals.
• Oversee audit and revenue management process of existing contracts, including legal compliance, reporting and revenue enhancement opportunities and ensure amendment terms and conditions are favorable to the company.
• Develop competitive sales analysis on market trends, competitors and service offerings.
• Develop, coach and manage sales reps utilizing effective feedback and available training tools and resources.
• Develop talent assessments, action and succession plans for direct reports and staff.
• Prepare weekly and monthly activity summaries as requested.
• Work with other internal Waste Management departments to meet Market Area and customer objectives.
• Develop and execute community and political plans and programs, both short and long range, to support sales and revenue objectives of organization.
• Understand and guide negotiations for all contracts.
• Oversee development and maintenance of customer database.
• Guide preparation of sales activity reports and presents to executive management.

Requirements

• Bachelor’s degree (accredited) in Business Administration, Communications, Political Science, Economics, or similar area of study, in lieu of degree, High School Diploma or GED (accredited and 4 years of relevant work experience).
• Ten years of relevant work experience in government relations, outside sales, public service, or related field (in addition to education requirement).
• Financial skills including fundamental understanding of financial reports and proformas to support the development of pricing proposals and contract cost analysis.
• Demonstrated ability to successfully negotiate and communicate complex value propositions to both internal and external executive level customers.
• Bid preparation and contract management required.
• Demonstrated organizational capabilities including the ability to meet time-sensitive deadlines.
• Excellent verbal and written communication skills including the ability to develop written presentations and executive summaries as well as effectively speak to small and large audiences.
• Excellent leadership skills including the ability to effectively coach and develop a highly functioning team.

Benefits

• Medical
• Dental
• Vision
• Life Insurance
• Short-Term Disability
• Stock Purchase Plan
• Company match on 401K
• Paid Vacation
• Holidays
• Personal Days