POSITION SUMMARY: The Director, Sales - Environmental Solutions leads segment and/or regional sales strategy and execution within a matrixed Environmental Solutions business. This role is responsible for driving profitable revenue growth, customer retention, and share-of-wallet expansion across assigned markets or vertical segments. Reporting to the Vice President, Sales, the Director translates national strategy into actionable go-to-market plans and partners closely with Area, BU, Division, Operations, and corporate leaders to deliver integrated growth. The Director owns performance management, pipeline health, strategic account planning, and cross-sell execution across environmental solutions.
This role leads through influence in a matrix environment and ensures disciplined execution of standardized sales processes, CRM rigor, and priority-based selling to achieve new business, retention, and margin targets.
PRINCIPAL RESPONSIBILITIES:
• Partners with VP, Sales to operationalize national sales strategy for Environmental Solutions. • Works with Area, BU and Division Sales leaders to achieve new sales and retention goals, as well as to improve the profitability of revenue in assigned line of business. • Manages sales performance and customer interaction through a leading CRM tool and business management system. • Drives integrated growth and cross-sell initiatives across all lines of business, leveraging synergies between environmental solutions, waste collection, recycling, sustainability innovation, and compliance programs to maximize customer value. • Monitors, gathers data, and analyzes the effectiveness of various customer, sales and marketing programs and initiatives and provides effective feedback to relevant departments. • Provides strategic vision and drives execution and implementation of sales strategy to operational and sales leadership and leads implementation and reinforcement of standardized sales methodology and priority-based selling. • Participates in and supports contract negotiations and executive level customer engagements as needed. • This position requires 40%+ travel by air, car and/or other modes of transportation. • Perform other duties and projects as assigned.
QUALIFICATIONS:
• Demonstrated sales leadership experience with revenue and margin accountability. • Strong collaboration skills with proven experience managing in a matrix environment across a large geographic area preferred. • Experience in waste, energy, environmental solutions or environmental services sectors preferred. • Strong executive presence and ability to influence cross-functional stakeholders. • Excellent communication, organizational, analytical and documentation skills.
MINIMUM QUALIFICATIONS:
• Minimum of 10 years of experience in sales leadership roles that includes experience within the waste management, environmental solutions, environmental services or industrial services industries.
Rewarding Compensation and Benefits
Eligible 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. • Retirement 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.
ABOUT THE COMPANY
Republic Services, Inc. (NYSE: RSG) is a leader in the environmental services industry. We provide customers with the most complete set of products and services, including recycling, waste, special waste, hazardous waste and field services. Our industry-leading commitments to advance circularity and support decarbonization are helping deliver on our vision to partner with customers to create a more sustainable world.
In 2023, Republics total company revenue was $14.9 billion, and adjusted EBITDA was $4.4 billion. We serve 13 million customers and operate more than 1,000 locations, including collection and transfer stations, recycling and polymer centers, treatment facilities, and landfills.
Although we operate across North America, the collection, recycling, treatment, or disposal of materials is a local business, and the dynamics and opportunities differ in each market we serve. By combining local operational management with standardized business practices, we drive greater operating efficiencies across the company while maintaining day-to-day operational decisions at the local level, closest to the customer.
Our customers, including small businesses, major corporations and municipalities, want a partner with the expertise and capabilities to effectively manage their multiple recycling and waste streams. They choose Republic Services because we are committed to exceeding their expectations and helping them achieve their sustainability goals. Our 41,000 team members understand that its not just what we do that matters, but how we do it.
Our company values guide our daily actions:
• Safe: We protect the livelihoods of our colleagues and communities. • Committed to Serve: We go above and beyond to exceed our customers expectations. • Environmentally Responsible: We take action to improve our environment. • Driven: We deliver results in the right way. • Human-Centered: We respect the dignity and unique potential of every person.
We are proud of our high employee engagement score of 86. We have an inclusive and diverse culture where every voice counts. In addition, our team positively impacted 4.6 million people in 2023 through the Republic Services Charitable Foundation and local community grants. These projects are designed to meet the specific needs of the communities we serve, with a focus on building sustainable neighborhoods.
STRATEGY
Republic Services strategy is designed to generate profitable growth. Through acquisitions and industry advancements, we safely and sustainably manage our customers multiple waste streams through a North American footprint of vertically integrated assets.
We focus on three areas of growth to meet the increasing needs of our customers: recycling and waste, environmental solutions and sustainability innovation.
With our integrated approach, strengthening our position in one area advances other areas of our business. For example, as we grow volume in recycling and waste, we collect additional material to bolster our circularity capabilities. And as we expand environmental solutions, we drive additional opportunities to provide these services to our existing recycling and waste customers.
Recycling and Waste
We continue to expand our recycling and waste business footprint throughout North America through organic growth and targeted acquisitions. The 13 million customers we serve and our more than 5 million pick-ups per day provide us with a distinct advantage. We aggregate materials at scale, unlocking new opportunities for advanced recycling. In addition, we are cross-selling new products and services to better meet our customers specific needs.
Environmental Solutions
Our comprehensive environmental solutions capabilities help customers safely manage their most technical waste streams. We are expanding both our capabilities and our geographic footprint. We see strong growth opportunities for our offerings, including PFAS remediation, an increasing customer need.
SUSTAINABILITY INNOVATION
Republics recent innovations to advance circularity and decarbonization demonstrate our unique ability to leverage sustainability as a platform for growth.
The Republic Services Polymer Center is the nations first integrated plastics recycling facility. This innovative site processes rigid plastics from our recycling centers, producing recycled materials that promote true bottle-to-bottle circularity. We also formed Blue Polymers, a joint venture with Ravago, to develop facilities that will further process plastic material from our Polymer Centers to help meet the growing demand for sustainable packaging. We are building a network of Polymer Centers and Blue Polymer facilities across North America.
We continue to advance decarbonization at our landfills. As demand for renewable energy continues to grow, we have 70 landfill gas-to-energy projects in operation and plan to expand our portfolio to 115 projects by 2028.
RECENT RECOGNITION
• Barrons 100 Most Sustainable Companies • CDP Discloser • Dow Jones Sustainability Indices • Ethispheres Worlds Most Ethical Companies • Fortune Worlds Most Admired Companies • Great Place to Work • Sustainability Yearbook S&P Global