Senior Manager, Strategic Sales Services (ES Solutions)

Senior Manager, Strategic Services – Technology & Life Sciences

The Senior Manager, Strategic Services – Technology & Life Sciences serves as the subject matter expert for environmental services solutions within the Technology and Life Sciences verticals. This leader drives industry-specific strategy, supports complex sales pursuits, shapes differentiated value propositions, and ensures operational alignment to meet the unique regulatory, sustainability, and waste management needs of these highly regulated industries. This role operates in a matrixed model, partnering closely with Sales, Operations, Compliance, Sustainability, and Corporate Strategy to accelerate growth, enhance customer retention, and strengthen enterprise positioning in the Tech and Life Sciences markets. Additionally, this position serves as an industry expert and spokesperson, representing the organizations' capabilities, expertise and value proposition to internal and external stakeholders.

Principal Responsibilities:

• Support industry/product specific pipeline and profitable growth results for Environmental Services in US and Canada
• Develop and implement strategic industry/product plans and market analysis, working directly with Area and HQ Teams, to target and acquire new customers.
• Assist in sales cycle, including early-stage and late-stage customer sales cycles by providing technical, regulatory and market insights to strengthen pursuit strategies and close opportunities.
• Serve as regulatory and compliance subject matter expert for assigned industry sectors and waste streams to support customer decision-making, policy/government affairs and internal strategy
• Support product development, go-to-market strategies, process improvement, policy formulation and special projects
• Coordinate communication and alignment between National Accounts, Field Sales, Technical Sales, HQ teams and other key stakeholders to create winning selling approach for targeted, highly complex customers
• Identify and support cross-selling opportunities across the company by collaborating with business units to expand service adoption and deliver integrated solutions to customers.
• Prepares and delivers compelling customer presentations – leveraging both strategic positioning and regulatory expertise – to multiple levels within prospect organization
• Effectively manages the follow-up and negotiations with key leaders within client organizations.
• Possesses a thorough understanding of the legal implications of customer contracts and conducts contract negotiations to include involvement with legal review
• Maintains and builds rapport with senior and C-level executives to formulate strong, long-term business relationships built on trust and confidence to satisfy key buying criteria and close deals
• Serve as an industry expert and spokesperson, representing Republic Services' environmental, regulatory and technical knowledge at customer meetings, industry forums and events.
• Develops and maintains a heightened awareness of market dynamics, emerging opportunities, and competitive trends. Facilitates collection and communication of customer data for the organization.
• Maintains a thorough working knowledge of the company's product and service offerings, pricing structure, contract management parameters, policies, and procedures.
• Travel required as needed.
• Performs other job-related duties as assigned or apparent.

Qualifications:

• Knowledge of national hazardous waste disposal and transportation landscape (both rail and trucking) highly desirable
• A proven track record of generating new business opportunities in the Environmental Field
• Strong technical expertise with an extensive understanding of environmental solutions, and regulatory compliance
• Excellent verbal and written communication skills, including strong presentation skills and the ability to produce high quality, error free work in a fast-paced work environment

Minimum Requirements:

• 7-10 years relevant sales management, account management, consulting, business development or industry experience
• At least 3 years of experience in leading a team and organizational function.

Prior experience in environmental solutions / hazardous waste / IWW required.

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:

EEO STATEMENT: Republic Services is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, protected veteran status, relationship or association with a protected veteran (spouses or other family members), genetic information, or any other characteristic protected by applicable law.

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, Republic's 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 it's 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

Republic's recent innovations to advance circularity and decarbonization demonstrate our unique ability to leverage sustainability as a platform for growth.