Manager, Regional Sales

**Location:**Markham, Ontario

**Position Type:**Permanent Full-Time

**Reporting To:**Director, Sales and Marketing

**Start Date:**Immediately

**Hours:**Monday to Friday

**Compensation:**Total compensation of $95,000 to $140,000 per annum

About Miller Waste Systems: Miller Waste Systems Inc. has been in operation since 1961. As a proudly Canadian, privately owned and operated Waste Company, Miller Waste is a leader in waste management and diversion, providing governments and industries with a wide range of services in the province of Ontario, Nova Scotia, New Brunswick, and Manitoba, and currently operates out of more than 30 locations.

Our people are our number one asset and together we are working towards achieving our vision to be the most trusted, most operationally excellent integrated waste provider in North America.

Join us and become a part of the Miller Waste team and be a part of something great, where you can make a difference.

Summary: The Manager, Regional Sales reports to the Director, Sales & Marketing and will oversee initiatives and strategies within the Sales Department. This includes developing and implementing strategic sales programs to engage new clients through the business development process. This role involves driving the growth and understanding of sales targets, as well as supporting the career development of employees. Additionally, the Regional Sales Manager will align sales and retention strategies to meet operational goals.

Responsibilities: In the position of Manager, Regional Sales, your responsibilities will include, but not be limited to:

• Establish, implement, and maintain standard procedures and protocols for contract, pricing, retention, customer service and positive working relationships between MWS departments.
• Bi-weekly review meetings would be deferred to sales manager from corporate office.
• Attending financial meetings to give direct ICI sales variance reports from regional level.
• Engage in major accounts for new business and account mgmt. with reps.
• Establish local networking/ community involvement to elevate MWS presence E.g. Humanitarian involvement, trade shows, networking events with associations.
• Post regional sales activities weekly and monthly in conjunction with corporate reporting structures. Purpose to keep sales teams on point and regional departments involved in sales progress.
• Continuous support from corporate office to the region of strategies and messaging to enhance returns to MWS and provide ultimate customer experience.
• Continued field time with all reps weekly to ensure best practices and transparency with customers is maintained.
• Achieve company objectives by planning thoroughly, setting sales goals, analyzing performance data, and making forecasts.
• Develop skills continuously for hiring, training, and leading team members, and ensure that they are using effective sales tactics to meet revenue objectives.
• Generate leads and establish and nurture client relationships.
• Create and execute a strategic sales plan that expands our customer base and creates new revenue opportunities.
• Meet with potential clients and grow long-lasting relationships that address their needs.
• Recruit sales representatives, set objectives, train, and coach them, and monitor their performance.
• Identify knowledge gaps within the team and develop plans for filling them.
• Ensure that company quotas are met by holding daily check-ins with sales team to set objectives and monitor progress.
• Manage the month-end and year-end close processes.

Competencies & Qualifications:

• Team management experience with demonstrated ability to lead, coach and motivate.
• Excellent verbal and written communication skills with superior presentation skills.
• Ability to learn the use of proprietary CRM tools for planning and forecasting sales growth.
• Solid analytical problem-solving skills, including familiarity with analyzing reports.
• Ability to understand and manage compliance with contracts.
• Collaborative team player that can troubleshoot, resolve issues, and achieve results.
• Knowledge and understanding of marketing strategies and programs.
• Ability to plan, organize and direct programs.

**KPI/Metrics for Success:**Sales Managers:

• Sales revenue
• New leads
• Competitor pricing
• Upsell and cross-sell rates
• Sales cycle length
• Close ratio
• Client engagement
• Employee satisfaction (renumeration, career progression, work/life balance, empowerment, appreciated, etc.)

Service Demonstrations:

• Sales volume by location (cities, town, regions)
• Monthly sales growth rates (revenue, upsells, new customers, physical growth, yards, lifts)
• Annual sales growth rates (trending)
• New and expansion monthly recurring revenue (MRR)
• Average profit margin targets for existing markets and expansions

Flexibility is also required as this position occasionally requires travel, early starts, late finishes and on rare occasions weekend work. This is an in-office role, but occasional remote work is acceptable when approved.

**Posting closing date:**This posting will remain active until it has been filled.

This posting is for an existing vacancy. Artificial intelligence is not used in the screening, assessment, or selection of applicants for this position.

We realize that you may not feel you have every qualification listed and that working to secure a career can be stressful. If you feel that you meet most of the company’s needs and that your passion for your work adds value to a growing company, we would still love to hear from you.

Miller Waste Systems is committed to equity, diversity and inclusivity in the workplace, we welcome applications from women, racially visible individuals, people with disabilities, indigenous peoples, and LGBTQ2S+ persons.

We are committed to providing people with disabilities with equal opportunities and standards of goods and services and are fully compliant with applicable provincial Disabilities Acts.

Miller Waste Systems strives to be an employer of choice. As a proudly Canadian, privately owned and operated Waste Company we have over 65 years’ experience of providing quality service to all our customers. We have been successful in achieving this goal by providing a family and employee centric environment at all our locations. We provide industry leading work environment and compensation, benefits, and pension programs.