Purpose of Role
The Territory Sales Manager - Environmental is accountable for achieving revenue, margin, and profitable growth objectives across an assigned multi-state territory. Through consultative selling, strategic prospecting, and relationship management, the role develops new business and expands existing relationships with municipalities, local governments, national and regional haulers, and private waste and recycling organizations. The role positions Rehrig Pacific's Environmental portfolio - containers, technology, asset management, and services - to deliver measurable customer value through disciplined territory ownership, pipeline management, and cross-functional execution.

Areas of Accountability

• Achieve territory revenue, margin, growth, and market-share objectives through effective execution of territory priorities, sales strategies, and account plans.
• Generate new business and expand existing customer relationships through strategic prospecting, competitive displacement, replacement-cycle awareness, and account-growth initiatives.
• Build trusted relationships across municipal, governmental, hauler, and private waste and recycling customers within the assigned territory.
• Position Rehrig Pacific's complete Environmental portfolio based on customer needs, quantified value, and competitive differentiation; establish pursuit and engagement strategies for priority opportunities.
• Develop and advance qualified opportunities, including bids and RFPs, program rollouts, contract renewals, cart replacements, and competitive conversions.
• Maintain a healthy pipeline, accurate forecast, current CRM data, and clear priorities sufficient to support territory objectives and long-term growth.
• Apply market, customer, and competitive insights to identify opportunities, strengthen territory performance, and support strategic and national account initiatives.
• Coordinate with customers and cross-functional partners to fulfill commitments, resolve issues, and deliver a positive customer experience, elevating material commercial, contractual, pricing, or operational exceptions to the National Sales Manager.

Knowledge, Skills, and Experience

• Bachelor's degree or equivalent relevant experience.
• 2-3 years of business-to-business field sales experience required; experience in environmental services, municipal sales, manufacturing, supply chain, or value-based solution selling preferred.
• Knowledge of consultative selling, municipal procurement, value-based solution selling, and CRM systems.
• Ability to perform cost-benefit analysis, translate complex products and services into customer value, develop account strategies, and prioritize work across a geographically dispersed territory.
• Strong communication, negotiation, analytical, relationship-management, organizational, and time-management skills.
• Demonstrated ownership, self-motivation, accountability, coachability, resilience, and ability to work independently while collaborating effectively.
• Proficiency with Microsoft Office; Salesforce experience preferred. Ability to use approved sales and productivity tools to improve territory execution.
• Ability to travel approximately 50% or more based on territory needs.
• Other: Valid driver's license and acceptable motor vehicle record required. Ability to transport and lift product samples up to 39 lbs. as needed for customer demonstrations.