The Sales Director is responsible for the vision, training, mentoring and development of the Environmental Services sales team at SECURE.
The role is critical for the management of that team, and the development of strong, long-term relationships with existing and future customers to maximize the growth and profitability of the company.
The Sales Director will demonstrate strong strategic leadership by building trust with employees, customers, and internal stakeholders within SECURE to achieve short and long-term objectives.
Essential Duties & Responsibilities
The responsibilities of this role include, but are not limited to :
Develop a strategy and lead the implementation of an integrated sales approach that maximizes the opportunity to sell the full value chain within Environmental Solutions (Waste Services, Site Remediation, Demolition, Metal Recycling) .
Work closely with leadership in SECURE’s Mid-Stream group, Field Sales, Corporate Sales, Business Development and Operations to prioritize business needs or opportunities.
Develop, negotiate, and manage MSA’s and corporate service contracts.
Direct the development of systems and processes that ensures the optimization of our regional sales teams, service line specific growth targets in alignment with budget requirements.
Engage the Corporate and Divisional Field Sales teams in the development and execution of area sales goals to meet corporate revenue and expense targets.
Analyze ongoing business for gaps, deficiencies and opportunities and work directly with operational teams to prioritize business needs and improve revenue.
Direct the development of relationships and engagement of customers through the sales process.
Develop key industry relationships that facilitate the formulation of organic and brown field development in underserviced markets.
Provides sales input into the development of service line or regional Strategic plans and ensure effective communication throughout the sales team.
Ensure the growth in capability and capacity of the sales team in alignment with the growth requirements of the business through coaching, mentoring, sales training, and the integration of newly acquired or organically developed service lines.
Mentor, motivate and support the Sales team in all aspects of the sales cycle which would include but be limited to pricing, contract negotiations, MSA requirements, etc.
Working with Business Directors and Area Managers, lead, develop and execute a service line by service line sales strategy tied into regional priorities.
Oversee and aid with relevant reporting and strategic marketing planning systems (weekly activity report, weekly wins / losses, pipeline reporting, sales call preparation, customer database maintenance and monthly forecasting).
Provide support to and manage communications between Operations and the Sales team.
Establish, maintain, and manage existing relationships with customers. Plan and implement new customer development and retention strategies.
Review weekly financial reports and accounts receivable summaries and plan and implement ongoing strategies to achieve revenue budgets and timely accounts receivable collection.
Working with the Area Managers, contribute to setting team sales KPIs / goals and conduct quarterly reviews and annual performance appraisals of team.
Provide support to and assist with Business Development initiatives.
Recommend changes in products, service, and policy by evaluating results and competitive developments.
Resolves customer complaints by investigating problems; developing solutions; preparing reports; making recommendations to management.
Qualifications / Competencies
The individual in this role will have :
10-15 years of environmental solutions, or comparable industry, sales experience including experience managing a multi-disciplinary team.
Sales experience and established contacts within the energy, industrial and construction and sectors would be an asset
Post-secondary education would be an asset
Exceptional organizational skills, ability to meet timelines, and attention to detail.
Computer literacy in MS Office, CRM, PowerPoint and SharePoint systems are required
Excellent public speaking skills
Understanding of the Remediation, Reclamation and Waste communities and regulations would be preferred
Strong proposal writing and presentation skills are required
Ability to self-govern and be proactive in a business setting
Demonstrated management acumen in a strategic and technical environment
Respected visionary leader, skilled communicator, excellent motivator that is dependable, and honest
Proven record of building high performance teams through empowerment, engagement, and accountability
Self-Motivated Expert Organizational Skills Expert Attention to Detail Expert Interpersonal Skills Expert Team Oriented Expert Strong Customer Relationship Building Expert Ability to Meet Timelines Expert
Bachelors or better in Management or related field.