Full-Time Strategy & Growth Manager

Position Purpose: Grow branch revenues by adding new, profitable customers and growing existing customers.

Primary Duties /Responsibilities:

• Manage, develop and support a team comprising: Sales Representatives (“hunters”), Inside Sales, Sales Operations and Account Managers.
• Develop the branch 3 year growth strategy and action plan to deliver, including researching/determining focus segments and customer targets.
• Determine priority customer targets for the branch - new customers, existing large customers, and existing strategic customers that can be grown.
• Set territories, targets and incentives for Sales Representatives, Inside Sales and Account Managers.
• Ensure that Account Managers are focused on growth and retention, not operational requests.
• Performance manage and coach Sales Representatives, Inside Sales and Account Managers to deliver these targets.
• Support Sales Representatives and Account Managers in developing client propositions and attending customer meetings.
• Ensure smooth handover of new customers from Sales Reps to Account Managers/Customer Technical Advisors; and from Inside Sales to Customer Technical Advisors.
• Work with Customer Excellence to set the Branch Price Book and agree prices for large/strategic customers.
• Work with Sales Operations to ensure usage of SalesForce to track progress.
• Report progress in growth of new and existing customers for the branch upwards to the GM; SVP Operations; and SVP Development, Strategy and Innovation.

Education / Experience / Background:

• 7+ years track record of sales success and/ or account management in Veolia or an similar company - expert level
• Technical knowledge/ experience of waste transport, disposal and recycling (from a degree or from experience) - from a service provider or the customer side
• Experience of sales operations/ marketing/ strategic analysis
• Experience of delivering consultative, technical sales

Knowledge / Skills / Abilities:

• Focused on results and aggressive in achieving them
• Able to challenge existing thinking
• Need to know how to enter markets not currently served by the branch
• Able to set stretching targets and hold the team accountable
• Able to docs the team’s efforts and coach them to higher performance
• Able to own and account for performance to senior leadership
• Able to manage a diverse team and ensure that they deliver more than the sum of their parts

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