Division Sales Manager

Overview
Waste Connections is searching for a Sales Manager to join our team in Rockford, IL. The Sales Manager will develop and execute sales strategies to achieve volume growth, price targets, and customer retention, while leading the sales team, setting targets, and coaching representatives on site.

Key Responsibilities

Develop the sales strategy to achieve volume growth, price targets, productivity improvements, and customer retention.

Determine sales organization structure, team member roles, compensation, and territory structure.

Provide ongoing performance reviews, coaching, and mid-year reviews to support reps in achieving targets.

Plan budget and key metrics (volume, pricing, new business, retention, density, productivity) and execute annual and monthly rate adjustments.

Establish sales targets for each rep and guide the team to achieve sales and retention targets.

Conduct extensive mid-year review to reset roles and territories; review account retention to improve processes and pricing.

Review pipeline weekly using CRM reporting and meet each rep weekly to review expectations, results, and initiatives.

Spend average of three days each week in the field making joint sales calls, coaching, and developing sales skills.

Meet with operations management to coordinate sales and service efforts for assigned accounts/territory.

Prepare written reports of sales activities including forecast, lost accounts, actual production to goal, etc.

Qualifications

Bachelor’s Degree in Business Administration or equivalent experience.

5 years’ sales experience, preferably in a contract sales environment.

3-5 years’ sales management experience with demonstrated coaching and leadership skills.

Tact, diplomacy, and people skills for business development with key customers and diffusing key customer issues.

Analytical skills to determine margins, density needs, incentives, and pricing.

Knowledge of MS Office to create documents and presentations.

Proven time management and territory management skills.

Key Skills

Sales Strategy

Sales Management

Coaching

Budget Planning

CRM Reporting

Territory Management

Business Development

Analytical Skills

MS Office

Customer Retention

Performance Evaluation

Contract Sales

Benefits

Competitive compensation package.

Medical, dental, vision.

Flexible spending account.

Long-term and short-term disability.

Life insurance.

401(k) retirement plan.

Opportunities to connect with your future and professional development.

Company Commitment
Waste Connections is an equal‑opportunity employer. All qualified applicants will receive consideration for employment without regard to disability or protected veteran status.

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