Area Sr Manager Municipal Sales

About the Role

The Area Sr Manager, Municipal Sales provides leadership, strategic guidance, and daily supervision to Municipal Sales Managers across divisions, shaping sales strategies for new and re‑bid municipal hauling and homeowner association opportunities to drive growth, retention, and revenue quality. This role collaborates with Area Presidents, General Managers, and the Government Affairs team to ensure consistent policies, programs, and systems while leading large‑scale privatization and outsourcing initiatives alongside the Director of Public‑Private Partnerships. Key responsibilities include developing and implementing area municipal marketing and sales plans, measuring market share, and creating strategies to expand it; assessing external factors such as competitor activity and legislation; coaching and developing Municipal Sales Managers through hiring, training, and performance management; and identifying and converting targeted privatization prospects into customers. The manager also nurtures top accounts, assists in RFP and proposal preparation, participates in contract negotiations, holds Blue Sheet sessions to manage opportunities, and maintains positive community relations through civic and trade organization involvement. • Develop and execute area municipal sales and marketing plans to increase market share. • Coach, mentor, and manage Municipal Sales Managers, including hiring and performance reviews. • Identify and pursue privatization and outsourcing opportunities, converting prospects into customers. • Lead RFP preparation, proposal development, and contract negotiations for new and re‑bid sales. • Maintain and audit Salesforce data, using reports to drive coaching and performance improvements. • Cultivate relationships with top municipal accounts, government officials, and community organizations.

Key Responsibilities

• ▸sales planning
• ▸team coaching
• ▸privatization
• ▸rfp preparation
• ▸salesforce auditing
• ▸account management

What You Bring

Candidates must have waste, transportation, or service industry experience, with a strong background in municipal or government sales, marketing, and relations. Required skills include comprehensive knowledge of sales strategy, government procurement and bidding processes, excellent written and oral communication, analytical abilities, and the capacity to train and mentor sales talent. A high school diploma or GED and at least seven years of long‑term cycle sales or sales management experience are required.

Requirements

• ▸waste
• ▸transportation
• ▸municipal
• ▸procurement
• ▸communication
• ▸7+ years

Benefits

The position offers a salary range of $152,500 to $209,650, plus an annual incentive bonus target of 30% of base pay. Employees can elect comprehensive medical, dental, vision, and health 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, with full benefits details available through the company portal. • 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). • Paid Time Off (PTO). • Access to a comprehensive benefits portal for detailed information.

Work Environment

Hybrid