Sales Manager
Patriot Disposal/Apple Valley Waste seeks a results-oriented Sales Manager to lead its regional sales team and drive profitable revenue growth within the waste management sector, with a primary focus on the Manassas, VA market.
About the role
The Sales Manager will own the development and execution of strategic sales and marketing plans aligned with the business unit's operating plan, the achievement of sales forecasts, revenue, and budget targets, and the hiring, management, and coaching of sales personnel.
Key Responsibilities
Develop and implement comprehensive business, sales, and marketing strategies.
Own the territory revenue plan and hold the team accountable for results, including new business targets, pricing/yield goals, customer retention and churn, pipeline health, and budget adherence.
Recruit, hire, train, and develop a team of sales and administrative personnel, including performance coaching, ride-alongs, and regular field accompaniment (minimum weekly).
Actively participate in new customer acquisition, bid preparation, and customer retention initiatives.
Conduct weekly one-on-one and team meetings with sales personnel to review CRM pipeline and activity metrics, customer relationships, performance against quota, and training needs; enforce CRM data discipline across the team.
Proactively engage with assigned accounts to understand needs, address evolving requirements, and resolve potential issues.
Collaborate with leadership to develop and implement effective pricing strategies.
Build and manage territory plans that maximize route density and profitability, prioritizing high-opportunity corridors and account clusters within the Manassas market.
Partner with Operations and Customer Experience leadership to ensure service delivery supports customer retention and growth commitments.
Maintain awareness of market dynamics and competitive trends to anticipate customer needs and proactively manage the customer base.
Possess a thorough understanding of the company’s service offerings, lines of business, and pricing structures to support sales efforts.
Generate timely and comprehensive sales reports.
Review Customer Service Agreements for accuracy in terms, conditions, and pricing.
Qualifications
Minimum of 3 years of experience supervising or managing sales personnel and activities.
Documented track record of meeting or exceeding sales quotas and revenue growth targets, both individually and as a team leader.
Experience in waste/environmental services or another route-based, recurring-revenue industry strongly preferred.
Bachelor's degree in Business, Marketing, or a related field, or equivalent combination of education and experience.
Proficiency with CRM platforms (pipeline management, forecasting, and reporting) and Microsoft Office.
Must be able to work in the Manassas, VA territory a minimum of four (4) days per week, including regular field travel throughout the market.
Valid driver's license with an acceptable driving record; ability to travel daily within the assigned territory.
Location & Schedule
Territory: Manassas, VA and surrounding market area. On-site/field requirement: minimum of four (4) days per week working in the Manassas territory. Regular local travel required; occasional travel to other company locations for meetings and training.
Patriot Disposal/Apple Valley Waste offers a competitive compensation and benefits package and opportunities for professional development within a dynamic and environmentally conscious organization.