JOB DESCRIPTION

Division: CORP Location: Irving, TX

Job Title: Director of Regional Account Sales

Date: 9/26/2024

Reports To: Executive Vice President Customer Solutions Grade Level:

Department: Sales FSLA Status: Exempt

SUMMARY:

The objective of the Director of Regional Account Sales is to manage and develop a team of regional account managers to achieve revenue and profit plans/goals. As a candidate for this position your experience and history of success will aid you in reaching your earning potential. You will have a very strong understanding of consultative selling skills and a history of success in both individual new business sales execution as well as sales management. You will have a history of hiring, managing and developing a sales team. You will have a proven track record of hitting or exceeding territory revenue plan in both roles. Your team's account and prospect base will be comprised of food service companies - restaurants, grocers, convenient stores, entertainment facilities, hotels (companies that are required to have grease traps/interceptors), as well as environmental service companies and a variety of industrial non-hazardous waste generators. In our unique culture, which fosters innovation, encourages creativity, and rewards loyalty, you are able to reach your highest potential.

ESSENTIAL DUTIES AND RESPONSIBILITIES:
• Develop, update, maintain and execute an approved territory sales plan for each region that includes developing target account prospects, their sales cycle plans, their projected revenue, their projected decision dates, and their projected implementation/first service dates.
• Presentation of territory plans and sales results to the EVP of Customer Solutions.
• Proficient in the use of a Customer Relationship Management (CRM) program.
• Utilize CRM Tool to track all sales activities and maintain a team pipeline valued at a minimum of 10X sales goal.
• Create and maintain outstanding professional business relationships with key executive level decision making contact(s) and multiple/various coaches, implementers and influencers within current and prospective grease trap services accounts.
• Support team in preparing and presenting LES grease trap services management program proposals, presentations, price quotes and RFP responses that demonstrate an understanding of the customer/prospect needs that illustrate features, advantages and benefits of LES services as an answer to the customer/prospect needs.
• Support team in the creation, delivery and presentation of Quarterly Service Reports to the assigned account base.
• Complete and submit a weekly sales call plan, a weekly sales call results report, a weekly target account update and a monthly sales plan update.
• Work within the pricing, products and services guidelines established by the company.
• Build and maintain strong relationships with the field operations team and corporate support staff.
• Assist in training and development of both new hire and existing Regional Account Managers and coordinating training for the team on specific items as they arise (i.e. industry changes, competitor info exchange, technology advancements).
• Support in training of the sales process - i.e. introductory questions, finding the correct decision maker, overcoming objections, negotiating a win, closing the deal.
• Support team in understanding stages of pipeline and insuring accuracy of valuations, # of locations and realistic close dates.
• Review pipeline reports and coach on pipeline accuracy.
• Assist in developing team critical goals, strategies to achieve these goals and measure and report on those goals monthly.
• Lead team meetings / strategy sessions
• Support in meetings with existing customers and in prospect meetings
• Review KPI reports and coach on improvement opportunities
• Initial review of contracts, assist with contract negotiation.
• Implementation guidance
• Assist in intercompany communications and solutions - i.e. billing challenges for x customer / resolution.
• Perform other duties as required or assigned which are reasonably within the scope of the activities enumerated above.

MINIMUM KNOWLEDGE, SKILLS, & ABILITY REQUIREMENTS:
• In depth understanding of the environmental waste disposal business, regulatory standards, transportation requirements and an understanding of liquid waste treatment and management.
• Experience in the creation and execution of annual, quarterly, monthly and weekly sales territory plans.
• Significant experience working via appointments and demonstrated success in getting appointments via the telephone.
• Demonstrated successes in short, medium and long business service sales cycles.
• Proven track record of success in leading new sales program implementations in multi-location accounts.
• Exceptional listening skills.
• Strong written and oral communications skills.
• Exceptional Leadership skills, good decision making and the ability to deal with strong personalities.
• Proficiency in the use of all Microsoft Office tools.
• Respected and trusted individual with a proven track record of achievement, solid functional expertise skills and a reputation as a leader.
• Analytical, detail oriented, positive, team player.
• Self-motivated, high energy and strong work ethic.
• Proven ability to succeed in a fast paced, dynamic environment.
• Ability to exceed goals, exhibit a sense of urgency and possess a continuous improvement mentality.
• Works well in team environment, with sound negotiation and people solving skills.
• 25% or more of overnight travel required.

EDUCATION and/or EXPERIENCE:
• Bachelor's degree or equivalent (Required).
• Five (5) years of outside business-to-business sales experience with at least two (2) years of successful sales leadership experience (Required).
• Multi-location/regional or national account sales experience within: Restaurant, Grocery, Retail Industry (Required).
• In depth understanding of the environmental waste disposal business, regulatory standards, transportation requirements and an understanding of liquid waste treatment and management (Preferred).
• Must be able to demonstrate a consistent history of attaining monthly, quarterly and annual revenue plans/goals.
• Experience in a defined geographic sales territory demonstrating strong time and territory planning skills.
• Proficient in the use of CRM (Required).
• Proficient in the use of all Microsoft Office Tools (Required).
• Experience in the creation and execution of annual, quarterly, monthly and weekly sales territory plans.

Liquid Environmental Solutions is committed to employing a diverse workforce. Qualified applicants will receive consideration without regard to race, color, religion, sex, national origin, age, sexual orientation, protected veteran status, or disability.

Equal Opportunity Employer M/F/Disability/Veteran o

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)