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Manager Sales

2 months ago

Livingston, United Kingdom Stericycle Full time
About Us:

Stericycle is a U.S. based business-to-business services company and leading provider of compliance-based solutions that protects people and brands, promotes health and well-being, and safeguards the environment. Since our founding over 30 years ago, we have grown from a small start-up in medical waste management into a leader across a range of increasingly complex and highly regulated arenas, serving healthcare organizations and commercial businesses of every size. Every day, we help our customers solve complex challenges by safely managing materials that could otherwise spread disease, contaminate the environment, or compromise one’s identity.

Join us on our mission to protect health and well-being in a safe, responsible, and sustainable way.

Position Purpose:

The Manager Sales will be responsible for the overall increase in sales revenues by the management and leadership of a team of Account Executives (AE’s) through the execution of new business opportunities and growth within a portfolio of assigned Shred-it customers to achieve set targets. As a key tactical leader, the Manager Sales continually develops their team members through coaching, training and modelling to create both a high performance and ethical team culture. Targeting their team primarily on new sales acquisition and to provide complete and appropriate shredding solutions to both new logo and lapsed customer prospects to boost top-line revenue growth, customer acquisition levels and company profitability. They will also task team members for revenue growth, renewal and retention within their teams assigned portfolio by managing their sales activity and performance on a day to day basis, adjusting as needed. The Manager Sales maintains and enforces Stericycle’s policies, standards, and practices within the team and ensures consistent implementation and adherence to the corporate Vision, Mission and Values.

Key Job Activities:

Manage sales team of AE’s to defined and targeted activity (input) and performance (output) metrics through coaching, training, modelling and the use of sales analytics to determine areas of strengths and weaknesses in individuals and the team, taking action as necessary.

 

Carry out joint sales calls with Team Members, actively supporting and leading on new large breakthrough sales opportunities and large renegotiations of existing customer contracts.

 

Use SFDC and other company defined IT systems to effectively manage team pipelines, report activity, track sales, forecast and communicate both internally and externally in a professional manner.

 

Works closely with immediate local, strategic and inside sales colleagues, sales and marketing leadership teams, as well as regional Operations, Client Services, IT, and other team members to enhance the service offering available to new and existing customers.

 

Attend internal meetings and trainings fully prepared with relevant current data on market opportunities, promoting a positive and professional sales attitude in the office and on calls to ensure the high standards required by Shred-it for customer service, security, and environmental consciousness are maintained.

 

Carry out market research and maintain knowledgeable about the shredding market in the defined territory, including awareness of competitor activity and new legislation, sharing with your team members and sales leadership teams as appropriate.

 

Follow the Shred-it policies for team members, especially but not limited to the Commercial DOA, pricing book, SFDC policies, tender and bidding processes and standard codes of ethics and Health and Safety that ensure Shred-it is a great place to work for all team members.

Education:

Education equivalent to bachelor’s degree (Commerce and/or business studies preferred), or the equivalent in related work experience. 

Experience (EMEAA):

Ability to demonstrate the use of advanced sales skills especially but not limited to listening, questioning, summarising, providing, negotiating, closing and handling customers concerns.

 

Ability to demonstrate the use of management and leadership skills especially but not limited to – coaching, modelling, mentoring, motivating, expectation setting, team building and decision making.

 

Industry relevant sales experience is preferred but not essential.

 

Demonstrable track record within a sales management environment of driving revenue growth through existing client base and new logo acquisitions.

 

Strong relationship, account management, communication, problem solving, negotiation and interpersonal skills.

 

Broad business acumen with strong analytical, decision making, and problem-solving skills.

 

Demonstrates the ability to work in a matrix environment working closely with sales colleagues in internal, regional and strategic teams as well as operations, marketing, sales operations, finance, bid team and safety and compliance to achieve the business’s goals.

 

Able to understand sales related IT systems (Salesforce.com) and use them effectively to manage pipelines and sales activity.

Certifications and/or Licenses: Benefits:

Stericycle offers you:

  • Contributory Pension Scheme
  • Life Insurance
  • Cycle to Work Scheme
  • Access to SteriCares, our employee support fund
  • Stericycle University – Our online library of self-development & learning
  • Annual performance related pay review.
  • Referral Scheme (Earn by introducing people in your network to the Stericycle family)
  • Flu voucher
  • Eye Test voucher
  • And more…
Disclaimer:

The above description is meant to provide a summary of the nature and level of work being performed; it should not be construed as an exhaustive list of all responsibilities, duties and requirements of the job. This document does not create an employment contract, implied or otherwise, and it does not constitute any right or guarantee of employment condition. This position is open to people with disabilities. Stericycle will consider requests for workplace accommodations for protected physical or mental limitations in accordance with its human resources and risks prevention policies and local laws. To the extent permissible under local law, and consistent with business necessity, Stericycle reserves the right to modify the content formally or informally, either verbally or in writing, at any time with or without advance notice.