Purpose of Role

The National Sales Manager is responsible for leading, motivating, and developing a high-performing sales team within the Environmental business unit under Logistics Solutions and be accountable to deliver financial and strategic growth. This role involves collaborating with National Account Managers and key stakeholders to drive a cohesive strategic vision that fosters sales growth and profitability. The National Sales Manager will guide the team in expanding core business and pursuing new opportunities with existing and potential customers. By leveraging our comprehensive portfolio of solutions, this role ensures alignment with customer needs within the waste and recycling industry, driving long-term success and market expansion.

Areas of Accountabilities

Define clear tactical goals for sales team that deliver direction for planning, focusing and prioritizing territories.

Partner with Sales VP, Directors/Managers, Customer Service and Operations on assistance with demand forecast and production capacity.

• Implement action plans that define the metrics of sales and gross profitability targets for Perishable sales team in alignment with Business Unit VP.
• Define metrics leveraging SFDC and monitor cold calls, prospect list, leads, opportunities, and task follow up.
• Use SFDC to assist in building a solid 3-5 year pipeline for each territory with the territory managers; focusing on our team municipal strategy. (3-5 years is our selling cycle.)
• Establish key objectives that focus on the importance of driving core and new business opportunities with current and potential customers.

Customer focus and relationship building

• Support our customer needs while establishing meaningful relationships.
• Establish communication of customer needs are delivered internally to establish best in class solutions that drive our value proposition.
• Establish quarterly meetings with AS Team, NAMS, and other managers to establish direction and pro-actively manage challenges.

Communication and Coordination with internal stakeholders .

• Communicates both internal and external challenges effectively that assists the organization in addressing the problem or issues.
• Manages the balance of supply and demand for our goods and services Leads the effort of all internal communication back to the team from forecast and demand meetings with Operations.
• Ensure all territory managers are actively supporting SFDC initiative to establish clear budget and production forecasting.

Support and assist Business Unit Director with annual and long-term strategic planning process

• Work collaboratively with National Account Managers, Director and Sales VP to align strategic initiatives that maximize the best go to market strategy for the business unit.

Help to establish and sustain long-term production activity working alongside territory managers and the strategic accounts within territories. Volume Discounts, Exclusivity Contracts, Leverage Established Contracts.

Lead and Develop a team of high performing Territory Sales Managers

• Provide leadership through effective communication of vision, active coaching and development to the East ENV Team of TSMs .
• Monitor sales performance results and compare sales goals using SFDC and Power BI reports to take appropriate actions when necessary. Provide supervision during in-field sales visits, observations and measurements of results to include performance appraisals and salary reviews.
• Ensure effective hiring, orientation, training, development and retention of sales team. Supporting our VE training roadmap as it is critical to creating a best-in-class sales team.
• Promote and educate the team on the use of portfolio of products and tools like RFS, Vision, Services, Municipal Contracts to creatively and strategically put Rehrig in the best position possible to earn business. There will be a strong focus on avoiding RFPs in the municipal space by advanced selling strategies.
• Create content with other managers to reinforce strategic initiatives, sales skills, and industry knowledge
• Work with Territory Sales Managers to achieve long-term development objectives, including special projects, expanding responsibilities, more leadership activity on the team, guidance to achieve senior or above territory manager status. (simplify)

Knowledge, Skills, and Experience

• BA / BS degree required.
• Minimum 3 years sales management, retail, supply chain, manufacturing and/or B2B selling.
• Effective written and oral communication skills.
• Demonstrates business acumen.
• Ability to work under pressure and still deliver results.
• Exceptional negotiation skills.
• Experience in the municipal sector is preferred
• Resilience, tenacity, & diplomacy.
• Strong sales skills: relationship building, presentations, influencing skills.
• Ability to create and maintain a mission driven culture supported and reinforced by the company’s five core values: Family, Service, Growth, Intrapreneurship and Innovation.

• Minimum 50% of time spent traveling by airplane.
• Job may require physical lifting of product. (Samples of crates, trays, pallets, etc.)