Regional Sales Supervisor

The Region Sales Supervisor supports the short- and long-term growth of Waste Pro revenues by providing direct leadership, coaching, and development to the sales team in an assigned Region.

The primary goal of this Sales Supervisor position is to accelerate the development and ramp-up of new and newer sales representatives, while driving consistent sales process execution across the team. This role focuses heavily on hands-on mentoring, field training, performance coaching, and ensuring adherence to Waste Pro's sales standards.

The Region Sales Supervisor works closely with the Regional Sales Manager to execute sales strategies, ensure proper administration, territory management, and team productivity. Through strong partnerships and interaction with commercial clients, business leaders, and key stakeholders, the Supervisor helps secure new contracts and extend existing ones for the collection, processing, transportation, and disposal of solid waste and recyclables. This position plays a critical role in mentoring sales representatives, monitoring performance, and supporting the team in targeting, qualifying, and closing opportunities.

Key Focus & Responsibilities:

• New Hire Onboarding & Accelerated Development: Directly responsible for the success of new sales reps. Includes significant time in the field (ride-alongs) and in the office during their first 90 days. Ensures new reps are fully trained on the sales process, tools, CRM usage, pricing strategies, and objection handling to become productive quickly.
• Ongoing New Rep Sales Training & Coaching: Responsible for reinforcing the company's New Rep Sales Training program through ongoing coaching and role-playing sessions. This ensures training concepts are embedded into daily sales behaviors, with regular practice on call execution, objection handling, closing techniques, and process adherence.
• Ongoing Development of Less Experienced Reps: Provides hands-on coaching and mentoring to reps building their skills, helping improve call execution, pipeline management, and closing techniques.
• Sales Process Accountability: Enforces consistent use of the Waste Pro sales process across the team-including securing first appointments, tracking expiration dates, timely follow-ups, and building a healthy sales funnel.
• Performance Coaching & Skill Building: Conducts weekly one-on-one coaching sessions, ride-alongs, and skill development drills focused on behaviors that drive results.
• Recruiting & Interviewing Support: Assists with sourcing, interviewing, and selecting high-potential new sales reps.

ESSENTIAL JOB FUNCTIONS:

1. Provides direct managerial direction, coaching, and support to the area sales team. Monitors individual and team sales performance and identifies development needs to enhance productivity (Leads, Trains, Monitors, and Motivates).
2. Conducts regular field sales coaching, ride-alongs, and weekly sales meetings to develop team skills and performance. Leads ongoing reinforcement of the New Rep Sales Training program through role-playing and practical application to embed key concepts.
3. Supports the development of maximum sales volume and profitability within the defined regional territory.
4. Assists in short- and long-term sales planning and execution under the direction of the Regional Sales Manager.
5. Holds the team accountable for increasing market share and achieving sales plans aligned with company goals.
6. Monitors and supports the sales incentive plan(s) to ensure the team is properly rewarded for performance.
7. Builds and maintains strong internal and external client relationships to drive satisfaction and results.
8. Supports acquisition and retention of contracts by developing relationships with customers, decision-makers, and key influencers.
9. Actively participates in community and industry events to promote Waste Pro's services.
10. Identifies opportunities to increase market share, revenue, and profitability by supporting new contract pursuits and additional services.
11. Assists in the preparation of bid and RFP submittal packages, ensuring proposals meet specifications and maintain professional quality.
12. Collaborates with the Regional Sales Manager, executives, and cross-functional teams to pursue leads and close deals.
13. Participates in negotiations and supports closing significant contracts through competitive pricing and strategic execution.
14. Conducts periodic billing and contract audits in partnership with finance and regional management.
15. Assists with complaint resolution and client issue management as needed.
16. Maintains visibility in the community and supports local initiatives that highlight Waste Pro's value.
17. Keeps management informed of team activities and any potential impacts on the Region or Division.
18. Utilizes sales technology and tools to track activities, forecast revenue, and report performance.
19. Partners with marketing and regional specialists on proposals, collateral, and promotional needs.
20. Stays informed on competitor services and industry trends.
21. Uses standard sales automation tools to maintain accurate records of sales activities.

OTHER JOB RESPONSIBILITIES:

• Attend and participate in company-sponsored training courses as assigned.
• Stay current on relevant technology used in the sales process.
• Perform any additional duties as assigned by the Regional Sales Manager or Supervisor.

QUALIFICATIONS:

• Education: BA/BS degree in business, marketing, or equivalent experience. Related work experience can be substituted for educational requirements.
• Experience:




• 3-5 years of sales experience, preferably in the Waste/Environmental/Recycling Services industry.
• Minimum 1-2 years of supervisory or team lead experience (Waste Industry preferred).




• Demonstrated success in consultative and solutions-based selling.
• Strong skills in coaching, training, role-playing, and motivating a sales team.
• Solid negotiation, forecasting, and account management abilities.
• Excellent written and oral communication, organization, interpersonal, and problem-solving skills.
• Professional demeanor with adaptability to changing situations.
• Proficiency in MS Outlook, Word, PowerPoint, Excel, and sales automation tools.
• Knowledge of the Waste Industry, competitors, and client buying influences.
• Ability to travel extensively within the defined regional territory.
• Team-oriented with the ability to work cross-functionally in a dynamic environment.

Special Considerations/Physical Work Requirements:

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.

• Required to use motor coordination with finger dexterity (such as keyboarding, machine operation, driving, etc.) most of the work day.
• Properly licensed with ability to drive a motor vehicle extensively within a defined sales area/territory.

WORK ENVIRONMENT:

Normal setting for this job is: Office Setting/Outside Sales.