Municipal Manager

About This Role

Managing municipal sales is at the core of this role, focusing on developing and implementing sales strategies for contract extensions, retentions, and new business within municipal hauling and homeowner association opportunities. The role suits a sales professional who will also prospect, sell, and participate in account management to ensure long-term, profitable sales growth, while supporting government affairs activities.

Responsibilities

• Prospect, sell, and proactively manage business relationships within an assigned division for the municipal market
• Negotiate pricing and contracts, including contract extensions, and ensure all approved contract terms are met
• Attend bid conferences as necessary
• Prepare and deliver responses to RFPs and bids, as well as sales presentations, and follow up directly with key decision-makers
• Develop and implement comprehensive account plans (sales, marketing, and service programs/strategies) to achieve annual sales and profit objectives within the assigned territory
• Involve the Area President and/or General Manager in sales and government relations activities as needed
• Meet regularly with key decision-makers within assigned municipalities, state, and federal agencies to enhance the company’s position and continuously bring value-added services to the relationship
• Conduct on-site client reviews continually to ensure quality service is effectively delivered, document deficiencies, and effectively recommend corrective action to the operations team as appropriate
• Maintain an awareness of market dynamics and competitors’ activity in areas where the company conducts business
• Attend industry trade shows and participate in local or state industry associations and trade groups
• Develop/implement approved strategies and activities to increase account penetration and satisfaction to ensure profitable client retention
• Meet with operations management as appropriate to coordinate sales, surveys, and service efforts for assigned accounts/territory
• Be politically astute in daily dealings with client family
• Meet with Pricing and Corporate Development teams, as appropriate, to coordinate proforma development for new, extension, and retention opportunities, and may assist in the collection and/or accounting adjustments with delinquent accounts
• Seek out and coordinate development of new solid waste infrastructure projects and manage projects through the development cycle and conclusion, working in coordination with Corporate Development
• Prepare and maintain all sales documentation (Blue sheets, Sales Funnel, Client Profile, etc.) by populating and maintaining the CRM system on a weekly basis
• Attend council and/or board meetings as necessary
• Prepare and deliver responses to customer issues and follow up directly with key decision-makers