POSITION SUMMARY: The Area Retention Supervisor assists the Area Retention Manager with planning, organizing, directing and coordinating the activities of the sales function for an assigned AAM Pod to maximize sales volume, driving targeted profitable growth and professionally developing the sales team. The Area Retention Supervisor may manage assigned accounts and perform such functions as prospecting new clients and retaining existing customers.
PRINCIPAL RESPONSIBILITIES:- Provide sales coaching and training on an individual basis and through regular team meetings to improve sales results and drive targeted profitable growth. Activities may include "shadowing" with sales personnel to provide training and coaching, as well as monitoring inbound call recordings.
- Provide assistance to area and BU sales leadership in the implementation and execution of pricing, business plans and team engagement with the AAMs.
- Supervise a staff of sales professionals and participate in hiring, training, coaching and performance management.
- Supervise sales personnel in the effective implementation of the Company's pricing initiatives; partners with leadership to ensure that budgeted pricing metrics are being achieved.
- Works with Area Retention Manager to manage "Book of Business" assignments based on revenue guidance from Corporate and Area Leadership.
- Manage and approve weekly timesheets in accordance with Company Policy.
- Administer the Attendance Policy and approve all PTO requests.
- Prepare and review all Performance Improvement Plans with the Area Retention Manager, in addition to all disciplinary discussions and documentation.
- Manage daily tasks of customer onboarding, cases, credits, and quote approvals.
- Provide training and coaching for "Customer Zeal", with a focus on First Call Resolution in the Pod environment.
- Focus on Customer Retention with customer quality calls, escalation cases, and developing relationships with BU Ops Teams.
- Ensure the sales professionals' effective use of the Company's Contact Relationship Management tool to develop robust information profiles on prospective customers and facilitate acquisition of new customers.
- Maintain accountability for sales goal achievement, including but not limited to respective key metrics and/or budget achievement.
- Maintain an awareness of market behavior and competitive trends in designated market to anticipate changing customer needs; proactively manage customer base.
- Maintain a thorough knowledge of the Company's available services, lines of business, pricing structures and sell additional services to existing commercial and industrial clients, including total waste stream management, as appropriate, to grow targeted revenue and contribute to Company goals and objectives.
- Complete all required sales reports in a thorough and timely fashion.
- Assist the Area Retention Manager in the review of Customer Service Agreements for terms and conditions pricing, accuracy, etc.
- Perform other job-related duties, as required.
QUALIFICATIONS:- Professional presentation; is confident, assertive and displays a high level of self-esteem.
- Good time management skills to ensure assigned responsibilities are completed in an efficient manner.
- Good communication skills; is able to effectively communicate to all levels of management, both internally and externally.
- Strong active listening skills; gives full attention to what other people are saying, taking time to understand the points being made, asking questions when appropriate, and letting others fully state their ideas.
- Grasps concepts quickly and has good follow through skills; adheres to work schedule and follows through on challenges as they arise; maintains a positive outlook.
- Has the ability to identify the information needed to clarify a situation; seeks information from appropriate sources; has the ability to tackle a problem using a logical, sequential approach and can anticipate the implications of actions.
- Good written and verbal presentation skills.
- Is self-motivated; maintains a feeling of pride in work; has a strong work ethic and strives to achieve all goals; is competitive and has a strong drive to win; takes appropriate risks.
- Is trustworthy and maintains the highest level of confidentiality at all times.
- Is high energy, friendly and engaging; has excellent persuasion skills; can persuade others to change their minds or behavior.
- Has a service orientation; is actively looking for ways to help people.
- Ability to foster teamwork and enlist the support and participation of others.
- Demonstrates the ability for innovation and supports organizational change to enhance organizational effectiveness.
- Is responsible for one's performance and sets clear expectations for the performance of his or her team.
MINIMUM REQUIREMENTS:- High School diploma or GED.
- Two or more years of progressive experience in a sales role, including experience training, mentoring, coaching, setting standards and/or acting as a resource for others.
- Valid driver's license
Pay Range:The pay range for this position is $82,600.00 to $113,500.00* which reflects the minimum wage in multiple jurisdictions. The actual range will depend on the locality in which you are hired.
Bonus Plan Details (if applicable):Bonus - Annual Incentive Plan Target, 15% Annual
Rewarding Compensation and BenefitsEligible employees can elect to participate in:
• Comprehensive medical benefits coverage, dental plans and vision coverage.
• Health care and dependent care spending accounts.
• Short- and long-term disability.
• Life insurance and accidental death & dismemberment insurance.
• Employee and Family Assistance Program (EAP).
• Employee discount programs.
• 401(k) plan with a generous company match.
• Employee Stock Purchase Plan (ESPP).
• Paid Time Off (PTO)
• Benefits https://jobs.republicservices.com/us/en/about-us/benefits
The statements used herein are intended to describe the general nature and level of the work being performed by an employee in this position, and are not intended to be construed as an exhaustive list of responsibilities, duties and skills required by an incumbent so classified. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the Company.
