Director of Government Sales
Ecowaste Solutions, Coppell, TX, United States
Director of Government Sales
A Director of Government Sales leads efforts to secure municipal and public sector contracts for services like trash pickup, recycling, and landfill sales. This role focuses on navigating local, city, state and county government procurement processes to drive revenue growth.
Key Responsibilities
- Develop and execute sales strategies targeting federal, state, local agencies, and municipalities for waste services.
- Build relationships with government decision-makers, respond to RFPs, and negotiate contracts while ensuring regulatory compliance.
- Manage sales teams, set revenue targets, and pursue opportunities in waste infrastructure projects.
Required Qualifications
- 7+ years of B2B sales experience, ideally in waste management or environmental services.
- Strong knowledge of government bidding, procurement rules, and CRM tools; bachelor's degree preferred.
- Proven skills in prospecting, account management, and closing deals with public entities.
Technical Expertise
- Strong understanding of waste collection, recycling regulations, and environmental compliance is essential for demonstrating value.
- Familiarity with municipal bidding, RFPs, and pricing strategies that help tailor competitive proposals.
- Excellent communication and negotiation abilities are critical for presenting solutions, handling objections, and closing deals with government buyers.
- Relationship-building, including conflict resolution and fostering ongoing partnerships.
Strategic and Soft Skills
- Analytical skills for waste auditing, market research, and problem-solving support customized pitches.
- Experience in CRM tools, sales prospecting, regulatory advocacy and revenue growth.
- Inspiring and motivating sales teams through vision-setting and recognition for high morale and accountability.
- Active listening during bids, while clear, adaptive messaging aligns teams.
Daily, Weekly and Monthly
Daily Responsibilities
- Review team progress on prospect outreach and RFP responses.
- Hold brief stand-up meetings to reassign tasks amid urgent bids or client issues.
- Coach individual reps on municipal buyers.
- Monitor CRM updates for waste service proposals.
- Address immediate team concerns like motivation or compliance hurdles.
Weekly Responsibilities
- Conduct pipeline reviews with the full team to prioritize high-value municipal accounts.
- Analyze win/loss data from recent bids.
- Refine sales tactics for government procurement.
- Perform 1:1 check-ins with direct reports.
- Provide feedback on negotiations, and
- Collaborate with operations on service demos or contract logistics.
Monthly Responsibilities
- Set and track KPIs like new municipal leads, contract values, and team quotas.
- Review pricing and compare to market conditions and contractual terms.
- Prepare reports for leadership on sales pipeline forecasts and market trends.
- Lead training sessions on RFP strategies or regulatory updates.
- Evaluate performance for recognition/discipline, and
- Strategize quarterly goals with cross-functional leaders.