I. Job Summary

Directs the development and execution of strategic plans and product development to secure environmental service contracts for Government (both Municipal and County), Educational and Federal facilities throughout an Area with greater than $125 million in Public Sector annual revenue. Develops and maintains relationships with key political and community leaders and directs all aspects of the Area's political relationship base. Partners with the Area Vice President or Group Segment Director to identify growth targets and strategies. Develops budget and resource assessments to integrate sales/service offerings (recycling, organics etc.) within the Area. Hires, trains, coaches and manages Public Sector Sales Representatives. Communicates verbally and in writing with WM senior leadership in regard to financial pro formas, acquisitions, and contracts.

This role requires about 20-30% of travel across Canada.

II. Essential Duties and Responsibilities

• Establish and maintain strategic community partnerships to build significant, long-term relationships with key customers

• Build, maintain and manage political relationships with key decision makers and industry influencers in contracted communities

• Develop and manage annual operating expense budgets for public education, political and community activities and strategies

• Develop annual revenue budget and plans to meet goals, including price increase strategy and timing, capital needs, service offerings and resource allocations

• Oversee education and community outreach activities including, but not limited to, print, electronic media and direct mail campaigns

• Partner with Market Area leadership to develop growth and retention strategies to meet WM’s growth goals

• Oversee audit and revenue management process of existing contracts, including legal compliance, reporting and revenue enhancement opportunities and ensure amendment terms and conditions are favorable to the company

• Develop competitive sales analysis on market trends, competitors and service offerings

• Develop, coach and manage sales reps utilizing effective feedback and available training tools and resources

• Develop talent assessments, action and succession plans for direct reports and staff

• Prepare weekly and monthly activity summaries as requested

• Work with other internal WM departments to meet Market Area and customer objectives

• Develop and execute community and political plans and programs, both short and long range, to support sales and revenue objectives of organization

• Understand and guide negotiations for all contracts

• Oversee development and maintenance of customer database

• Guide preparation of sales activity reports and presents to executive management

III. Supervisory Responsibilities

The highest level of supervisory skills required in this job is the management of supervisory employees. This includes:

• Direct supervision of 12 full-time employees, including: 1 Sales Support Manager, 1 Contracts Representative, 4 SAE - Public Sector, 4 Sr Municipal Coordinator, 1 Senior Contracts Manager & 1 Senior Sales Coordinator

IV. Qualifications

A. Required Qualifications

• Bachelor's Degree (accredited) in Business Administration, Communications, Political Science, Economics, or similar area of study, or in lieu of degree

• High School Diploma GED (accredited) and four years of relevant work experience.

• 7 years previous applicable experience in government relations, outside sales, public service, or related field (in addition to education requirement).

B. Preferred Qualifications

• CRM knowledge (Salesforce)

V. Physical Requirements

Listed below are key points regarding physical demands, physical and occupational risks, and the work environment of the job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of the job.

☒ Office: This job primarily operates in a professional office environment and routinely requires the use of standard office equipment such as computers, phones, copy machines, etc.

The expected base pay range for this office/on-site hybrid position is $135,000 - $165,000. This range represents a good faith estimate for this position. The specific salary offered to a successful candidate may be influenced by a variety of factors including the candidate’s relevant experience, education, training, certifications, qualifications, and work location. This position is for an existing vacancy. In addition, this position is eligible for bonus.

This role is designated as Hybrid which will follow the WM Office Policy requiring in office work and an option to work remotely one day per week

VI. Benefits

At WM, each eligible employee receives a competitive total compensation package including Medical, Dental, Vision, Life Insurance and Short Term Disability. As well as a Stock Purchase Plan, Company match on RRSP, and more! Our employees also receive Paid Vacation, Holidays, and Personal Days. Please note that benefits may vary by site.

If this sounds like the opportunity that you have been looking for, please click Apply.