Sales Manager

Job Description

Job Description

Turn trash into opportunity — build a career that keeps communities running

At Patriot Disposal, our Sales Managers drive growth by developing new business, strengthening customer relationships, and delivering solutions that make a difference. We're a family-first company that values hard work, integrity, collaboration, and rewarding those who are committed to excellence.

Patriot Disposal/Apple Valley Waste, seeks a results-oriented Sales Manager to lead its regional sales team and drive profitable revenue growth within the waste management sector, with a primary focus on the Manassas, VA market. Reporting to the Chief Revenue and Growth Officer, this role owns the development and execution of strategic sales and marketing plans aligned with the business unit's operating plan, the achievement of sales forecasts, revenue, and budget targets, and the hiring, management, and coaching of sales personnel.

This is a field-based leadership position: the Sales Manager is expected to be present and working in the Manassas territory a minimum of four (4) days per week, spending the majority of that time in the field with sales representatives, customers, and prospects.

Key Responsibilities:

• Develop and implement comprehensive business, sales, and marketing strategies.
• Own the territory revenue plan and hold the team accountable for results, including new business targets, pricing/yield goals, customer retention and churn, pipeline health, and budget adherence.
• Recruit, hire, train, and develop a team of sales and administrative personnel, including performance coaching, ride-alongs, and regular field accompaniment (minimum weekly) for training and support.
• Actively participate in new customer acquisition, bid preparation, and customer retention initiatives.
• Conduct weekly one-on-one and team meetings with sales personnel to review CRM pipeline and activity metrics, customer relationships, performance against quota, and training needs; enforce CRM data discipline across the team.
• Proactively engage with assigned accounts to understand needs, address evolving requirements, and resolve potential issues.
• Collaborate with leadership to develop and implement effective pricing strategies.
• Build and manage territory plans that maximize route density and profitability, prioritizing high-opportunity corridors and account clusters within the Manassas market.
• Partner with Operations and Customer Experience leadership to ensure service delivery supports customer retention and growth commitments.
• Maintain awareness of market dynamics and competitive trends to anticipate customer needs and proactively manage the customer base.
• Possess a thorough understanding of the company’s service offerings, lines of business, and pricing structures to support sales efforts.
• Generate timely and comprehensive sales reports.
• Review Customer Service Agreements for accuracy in terms, conditions, and pricing.
• Perform other job-related duties as required.

Qualifications:

• Minimum of 3 years of experience supervising or managing sales personnel and activities.
• Documented track record of meeting or exceeding sales quotas and revenue growth targets, both individually and as a team leader.
• Experience in waste/environmental services or another route-based, recurring-revenue industry strongly preferred.
• Bachelor's degree in Business, Marketing, or a related field, or equivalent combination of education and experience.
• Proficiency with CRM platforms (pipeline management, forecasting, and reporting) and Microsoft Office.
• Must be able to work in the Manassas, VA territory a minimum of four (4) days per week, including regular field travel throughout the market.
• Valid driver's license with an acceptable driving record; ability to travel daily within the assigned territory.
• Proven experience in developing comprehensive sales strategies.
• Demonstrates professional presence with confidence, assertiveness, and strong self-esteem.
• Effective time management skills with the ability to efficiently complete assigned responsibilities.
• Strong written and verbal communication skills, capable of effective interaction across all organizational levels and with external parties.
• Excellent active listening skills with the ability to understand perspectives and ask clarifying questions.
• Demonstrates quick comprehension and strong follow-through; adheres to schedules and addresses challenges with a positive approach.
• Possesses analytical skills to identify necessary information, seek appropriate sources, and solve problems logically while anticipating implications.
• Self-motivated with a strong work ethic, a drive to achieve goals, and a competitive spirit.
• Maintains trustworthiness and the highest level of confidentiality.
• Energetic, friendly, and engaging with strong persuasion skills.
• Demonstrates a service orientation and proactively seeks ways to assist others.
• Ability to foster teamwork and encourage participation from others.
• Demonstrates innovation and supports organizational change for enhanced effectiveness.
• Takes responsibility for personal performance and sets clear expectations for team performance.

Location & Schedule:

• Territory: Manassas, VA and surrounding market area.
• On-site/field requirement: minimum of four (4) days per week working in the Manassas territory.
• Regular local travel required; occasional travel to other company locations for meetings and training.

Patriot Disposal/Apple Valley Waste offers a competitive compensation and benefits package and opportunities for professional development within a dynamic and environmentally conscious organization.