Municipal Manager Sales

About the Role

The Manager, Municipal Sales leads the development and execution of the sales strategy for municipal contract extensions, retentions, and new business opportunities, focusing on municipal hauling and homeowner association services. This role drives revenue growth and ensures the quality and profitability of the division's municipal accounts while supporting government affairs activities within the assigned region. Key duties include prospecting and selling to municipal clients, negotiating pricing and contracts, preparing RFP responses and sales presentations, and creating comprehensive account plans to meet sales and profit objectives. The manager regularly engages with key decision‑makers at municipal, state, and federal levels, conducts on‑site client reviews, monitors market dynamics, and represents the company at industry trade shows and local associations. Coordination with operations, pricing, and corporate development teams ensures seamless service delivery, project development, and accurate sales documentation in the CRM system. • Prospect, sell, and manage municipal and homeowner association accounts. • Negotiate contract terms, pricing, and extensions with key stakeholders. • Prepare and deliver RFP responses, bids, and sales presentations. • Develop and implement comprehensive account plans to achieve sales targets. • Engage regularly with municipal, state, and federal decision‑makers to strengthen relationships. • Conduct on‑site client reviews and document service deficiencies for corrective action. • Monitor market trends and competitor activity to adjust sales strategies. • Represent the company at industry trade shows and local association meetings. • Coordinate sales efforts with operations, pricing, and corporate development teams. • Lead new solid waste infrastructure projects from concept through completion. • Maintain accurate sales documentation and CRM updates on a weekly basis.

Key Responsibilities

• ▸rfp responses
• ▸contract negotiation
• ▸crm updates
• ▸project leadership
• ▸market analysis
• ▸account management

What You Bring

The position requires solid knowledge of sales strategy, market research, and customer retention, along with excellent oral and written communication skills and strong interpersonal abilities. Candidates should have at least three years of experience in government sales or related customer‑contact roles, preferably within the waste or environmental services industry, and may have served as an elected official. A high school diploma or GED is required, and successful applicants will complete municipal sales training programs. • Complete mandatory municipal sales training and stay current on industry regulations. • Leverage past governmental or elected experience to navigate political environments.

Requirements

• ▸municipal training
• ▸high school
• ▸3+ years
• ▸government experience
• ▸sales strategy
• ▸communication

Benefits

Compensation includes a salary range of $89,800 to $123,550, plus an annual incentive target of 20% of base pay. Benefits encompass comprehensive medical, dental, and vision coverage, health and dependent care spending accounts, short‑ and long‑term disability, life and AD&D insurance, an employee assistance program, discount programs, a 401(k) with company match, an employee stock purchase plan, and paid time off. • Achieve an annual incentive target of 20% of base salary based on performance. • Utilize comprehensive benefits package including health, retirement, and stock purchase plans.

Work Environment

Field