Vice President - Manufacturing & Industrial Sales

Job Description

Due to a recent promotion, we are seeking a highly-skilled sales leader to assume responsibility for the sales of our services to the Manufacturing and Industrial (M&I) customer base throughout the U.S. Reporting to the Senior Vice President, Sales and Customer Service, you will manage 7 Directors with approximately 80+ indirect reports. From your home office, you’ll oversee all aspects of M&I sales policies, objectives, and initiatives, developing and driving key performance indicators focused on sales growth and client retention. You will develop sales strategies to meet/exceed quota including collaboration with Operations to expand existing service offerings, and/or develop new services. Work with M&I Sales Directors to create a culture of success by developing the M&I sales team to be accountable, professional, and highly skilled in the regulatory aspects of the industry, including strong knowledge of disposal technologies, etc. You will be responsible for direct management of the M&I Sales Directors within the country – Regionally and Nationally; facilitate professional development and coaching.

• Manage the M&I sales budget, including forecasting and expenses.
• Prepare and implement strategic business plans to reach goals.
• Develop and drive national account sales strategy with regional sales support.
• Direct and manage sales productivity and revenue growth while ensuring profitability. Ensure achievement of company goals.
• Collaborate to produce sales incentive plan that drives growth aligned with company goals.
• Coordinate with internal department leaders to reduce churn and improve customer satisfaction.
• Monitor business and process metrics to manage sales effectiveness. Collaborate with VP Sales Operations to improve sales effectiveness and gain insight of trends.
• Maintain in-depth working knowledge of the company’s brands, systems and processes.
• Work closely with Marketing for lead generation and other related support.
• Communicate and foster relationships with clients
• Successfully navigate complex contract negotiations with clients
• Maintain current knowledge of industry regulations, competition and disposal/recycling options
• Project and change management, as assigned by manager
• Work with Commercial Training Manager and/or outside vendors to develop training program for team members (sales process and internal processes).
• Collaborate with VP of Customer Service to ensure strong internal support from Customer Service to allow more time for Sales Account Managers to sell.
• Work with internal leaders to foster a culture of collaboration.

Qualifications

• Bachelor’s degree in Sales, Marketing, Management, Business, or Environmental Science.
• 10+ years of sales experience, including 8+ years of managerial experience leading sales teams in an industrial service industry.
• Experience managing sales business in excess of $100M.
• Ability to travel domestically via automobile, commercial airline, and other public transportation approximately 50% of the time.

Preferred qualifications:

• Hazardous Waste regulatory knowledge (RCRA, DOT, State).
• Hazardous waste industry experience.
• 1+ years Salesforce.com CRM experience
• Proven track record of meeting/exceeding sales goals
• Proficiency using Microsoft Office Suite including Excel, Word, PowerPoint, Outlook and Teams.
• Excellent written and oral communication and presentation skills with the ability to speak and communicate effectively with clients and internally, including executive/senior leadership.
• Ability to consistently meet deadlines
• Advanced consulting, influencing and negotiation skills. Ability to ensure strategic alignment with multiple parties.
• Strong leadership skills. Ability to assign priorities in a fast-paced changing environment
• Highly self-motivated to develop strategic, tactical sales generation
• Ability to collaborate and bridge across functional boundaries
• Strong business acumen and able to develop a team that is highly motivated and achieves company objectives.
• Strategic thinker with open mindset
• Ability to understand Profit and Loss statements and forecasting/budgeting
• Ability to perform consistent with Harsco Values of Respect, Inclusion, Employee Care, Integrity, Passion for Winning and Satisfy the Customer.
• Ability to manage and prioritize several tasks at once to meet multiple deadlines

Additional Information

Clean Earth offers competitive benefits including health, dental, vision, life, and disability insurance plans starting on the first day of employment; paid time off, wellness benefits, employee discount program, tuition assistance, and a 401k with company matching.

We provide equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, gender identity, or genetics. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

If you have a difficulty applying for any job posted on Harsco Clean Earth’s website because a disability prevents you from using the online system, Clean Earth offers the following alternate application procedure: Call toll free (833) 209-2659 and leave your name, phone number, city and state of residence. Clean Earth will arrange for an alternate method of applying and will consider your application together with all other applications received for the job.This line is dedicated to disability applications only. No other inquiries will receive a response.