Regional Sales Manager

Exciting Opportunity to Join Our Legacy of Environmental Leadership!

Location: Headquartered in Indianapolis, with 2,000+ employees nationwide

About Us: At Heritage Environmental Services, we are more than just a company; we are pioneers in industrial waste management, committed to creating a cleaner, safer world. Since our inception during the environmental movement of the 1970s, we've been at the forefront of solving complex environmental challenges. With a dedicated team spread across the United States, we provide innovative and compliant solutions to thousands of clients in diverse industries.

Why Heritage?

• Impactful Work: Be part of a team that makes a real difference. Our comprehensive services range from hazardous waste management and emergency response to onsite support and technical solutions, allow us to solve our customers waste challenges. We are part of the solution. We don't generate any waste ourselves.
• Growth Opportunities: At Heritage, your contribution is valued beyond your job title. We believe in the power of continuous learning and growth, encouraging every employee to expand their skills and take on new challenges.
• Safety First: Your health and safety are our top priorities. We foster a culture where every employee is empowered to act safely and ensure the well-being of their colleagues. Our mantra is Safe and Compliant, or Not at All.
• Collaborative Environment: Together we can achieve much more. Join a supportive and dynamic team where your ideas and efforts are recognized and rewarded.

Our Commitment: We are dedicated to fostering an inclusive and innovative workplace where every employee can thrive. As part of our team, you will have the freedom to contribute your expertise wherever needed, ensuring the success of our mission to protect the environment.

Our Ambition: Leading the Way in Hazardous Waste Management Our goal is to become the fastest-growing and most profitable hazardous waste platform, powered by industry-leading, end-to-end capabilities. We aim to be the top choice for our customers, driven by a high-performing team that thrives on solving challenges, continuous learning, and growth.

Exciting News: Heritage Environmental Services is now backed by the EQT Infrastructure VI fund, enhancing our capabilities, and expanding our reach. EQT is a dynamic global investment powerhouse managing EUR 232 billion in assets (EUR 128 billion fee-generating). With a focus on Private Capital and Real Assets, EQT owns and supports leading companies across Europe, Asia-Pacific, and the Americas, fostering sustainable growth, operational excellence, and market leadership. This exciting ownership positions us for even greater impact and growth in the future.

Regional Sales Manager

As a Regional Sales Manager you will be responsible for evaluating possible new business and assessing potential customer needs in conjunction with the organization's ability to provide services. This role will serve as a bridge to ensure cross-selling opportunities are addressed and to identify key factors for success.

Essential Functions & Requirements:

• Prioritizes health and safety by adhering to policies, processes, and maintaining safe practices at all times
• Evaluates possible new business and reviews with Account Representatives (AR) and Service Area Managers (SAM)
• Maintains responsibility for the profitability of proposals and assesses potential customer needs and ability to provide service, including expanded service offerings
• Serves as a bridge resource to ensure all cross-selling opportunities are addressed and identifies key factors for failure and success
• Prepares region and territory-specific revenue forecasts to assist in budget preparation and monthly revenue growth (and loss) reviews
• Prepares, reviews, submits and interprets weekly and monthly reports on activities, sales volume and expenses to National Sales Director and senior management; ensures all customers, accounts and contacts are documented in Salesforce (SF) by all Account Representatives and that all sales activities are correctly documented in Salesforce as required
• Submits monthly financial reviews and forecasts to National Sales Director and senior leadership
• Develops and implements region and territory-specific sales strategy, including target lists, regional outbound call center campaigns, management of top customers and existing business through Account Representatives
• Assists Account Representatives in increasing sales volume in existing accounts by establishing specific revenue targets, creating regular contact with customers and continued communication about other available services
• Manages Account Representatives by reviewing existing accounts, sales strategies and tactics; identifies methods to improve profitability with specific emphasis on expanded service offerings
• Oversees the maintenance of, and services to, existing accounts through regular contact with customers, Service Center Managers, Customer Service Representatives (CSR) and responsible Account Representatives; provides insight to expanding relationships through other available services
• Monitors Sales and Customer Service interactions, ensuring all communication between Customer Service and Sales is maintained, all customers are serviced effectively, timely billing for services occurs and acceptable accounts receivable levels are maintained
• Participates in negotiations for third-party transportation, disposal and recycling services as needed to support core and expanded services offerings
• Provides corporate account support by establishing relationships with regional industries (e.g. steel, oil & gas, manufacturing etc.) or target accounts
• Provides training to Account Representatives in target account selection and evaluation; educates Customer Service Representatives on specific topics as needed
• Engages each Service Area Manager as the P&L stakeholder to foster frequent and open communication in support of operational goals and initiatives - success at each of the Service Centers within this role's region is paramount to the success of the position and business
• Coordinates a joint call for Sales, Customer Service and Operations personnel responsible for the support and interactions with local or regional accounts to foster frequent and open communication; engages with the Service Area Manager for input on all evaluations of Account Representatives
• Attends and participates in sales meetings and training programs; represents company at trade shows and conventions, Chamber of Commerce and professional associations and ensures all Account Representatives do the same - all Sales personnel are required to join AHMP and attend local and regional events routinely
• Stays informed of major environmental regulatory changes and industry trends as well as competitive conditions
• Takes on additional duties as assigned to support the team and organization

Education:

• Bachelor's degree in sales, business, science or related field (required)

Experience:

• 8+ years of experience in territory management within the environmental field (required) -OR-
• In lieu of degree, 12+ years of experience in territory management within the environmental field (required)

Competencies:

• Excellent interpersonal skills to effectively communicate with internal and external customers
• Strong written communication skills to communicate services and prepare required reporting
• Ability to develop a working knowledge of all organizational services offered
• Strong working knowledge and understanding of environmental regulations
• Strong sales orientation, with the ability to demonstrate success in the sale of industry services
• Regular and predictable attendance to perform the functions and requirements of this role

Benefits, Compensation, & Workforce Diversity: Heritage offers competitive pay and bonus incentives. Benefits include choice of medical, dental, and vision plans, flexible spending or health savings accounts, employee and dependent life insurance, short and long-term disability, 401(k) savings plan with company match, and tuition reimbursement. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran or status as a qualified individual with a disability.

A post-offer drug screen will be required.

#Heritage