Municipal Marketing Representative

Waste Pro, USA; Florida; On-site; USD 75,000 - 110,000; Full time

Job summary

Waste Pro USA is seeking a Municipal Marketing Representative to grow revenue in municipal markets within a defined regional territory. The role focuses on developing partnerships with city/county officials, negotiating contracts, and coordinating with marketing to craft competitive bids and proposals for solid waste and recyclables services.

The position requires extensive travel within the region, strong consultative selling, and the ability to align cross‑functional teams to close significant

Qualifications

• BA/BS in business, marketing, or equivalent field.
• 3–5 years in sales/marketing/business development in the waste services industry with emphasis on municipal sales.
• 8+ years of sales experience, preferably selling to state and local governments.
• Strong strategic and consultative selling, negotiation, and contract management skills.
• Proficiency with MS Outlook, Word, PowerPoint and Excel; familiarity with CRM and pricing strategies.

Responsibilities

• Develop maximum sales volume and profitability from municipal markets within the regional territory.
• Participate in short- and long-term strategic market and sales planning.
• Drive acquisition and retention of governmental contracts by maintaining relationships with elected officials and staff.
• Interface with executives and customers to target opportunities and pursue viable leads.
• Prepare and submit proposals, bids and RFPs meeting specifications and quality standards.

Skills

Strategic selling

Negotiation

Relationship building

Forecasting

Sales cycle management

Cross-functional collaboration

Education

BA/BS in business or marketing

Tools

MS Office

Job description

The Municipal Marketing Representative provides for the short‑and long‑term growth of WP revenues through superior business development, communication, relationship building, client retention and team selling efforts. Through established partnerships and a high degree of interaction with municipal industry influencers, governmental officials and key strategic partners, new contracts are acquired and/or existing contracts extended for the collection, processing, transportation and disposal of solid waste and recyclables. The Municipal Marketing Representative uses conceptual/strategic selling skills to understand economic and buying influences that best respond to decision maker expectations. Sales opportunities are targeted, qualified, responded to, negotiated and successfully closed. This position supports the prospecting efforts for all major potential clients within the municipal sector. Additionally, sales efforts are closely aligned with WP marketing resources to create differentiating proposals, bids and RFPs.

ESSENTIAL JOB FUNCTIONS

1. Develop maximum potential sales volume and profitability from municipal markets within the defined regional territory.
2. Participate in short‑ and long‑term strategic market and sales planning.
3. Account for increasing WP market share and ensuring sales plans for the territory are aligned and accomplished in accordance with company mission and established goals.
4. Leverage strategy assessments, planning, and cross‑functional interaction to achieve a high degree of internal and external client satisfaction.
5. Drive acquisition and retention of governmental (city and county) contracts by maintaining critical relationships with elected officials, appointed staff and others influencing municipal contract decisions.
6. Maintain close and active relationships with elected and key officials; attend commission and council meetings frequently.
7. Seek every opportunity to increase market share, revenue and profitability by securing new contracts and additional services, gaining support of decision‑makers and attending to all critical buying influences.
8. Assist clients and act as a consultative industry expert.
9. Develop bid and RFP submittal packages and ensure that proposals meet all specification requirements, required pro‑forma and superior level of professional quality in appearance and content.
10. Interface with WP executives, managers, associates and customers to target opportunities and aggressively pursue viable leads.
11. In partnership with key stakeholders (e.g., RVP, Regional Financial Controller, Municipal Sales/Marketing leader, SVP Marketing) participate in closing significant contracts through aggressive negotiation, competitive pricing and proactive adherence to defined sales strategy.
12. Periodically initiate the audit of municipal billing records, franchise fees and house counts in partnership with finance to ensure prices are correct and billed in accordance with established contracts.
13. Stay directly involved in complaint resolution as expressed by municipal staff and key officials.
14. Actively participate in community events and activities where applicable to promote WP’s differentiable difference (e.g., Local League of Cities, Keep America Beautiful affiliates, community cleanup events, civic associations, local charitable organizations).
15. Keep management apprised of political activities and elections which may impact WP, Region, and/or Division.
16. Monitor council or commission agendas for solid waste issues for relevant cities and counties.
17. Prepare and submit all monthly/progress reports and customer relationship management data as required by management.
18. Identify and coordinate with SVP Marketing opportunities for press coverage, need for collateral literature, advertising, and sponsorship recommendations.
19. Research and stay current regarding competitor services.
20. Acquire and monitor competitor’s municipal contracts and their status.
21. Use a standard format or sales automation tool for maintaining status of sales activities.

OTHER JOB RESPONSIBILITIES

• Attend and participate in corporation‑sponsored training courses as assigned.
• Keep up to date on current technology, as job appropriate, being used by Waste Pro USA.
• Accept any additional job duties that may be assigned by the Supervisor.

QUALIFICATIONS

• Education: BA/BS degree in business, marketing, or equivalent field, or related work experience substituted for educational requirements.
• 3‑5 years of sales/marketing/business development experience within the waste services industry with heavy emphasis on the municipal sales sector.
• 8+ years of sales experience, preferably selling to state and local governments.
• Demonstrated use of strategic and consultative selling skills.
• Outstanding skills in negotiation, contract management, forecasting and strategic planning.
• Broad base of expertise across the sales process: sales generation, customer interaction, presentation, client interaction, negotiation, account management, forecasting, pricing and sales closure.
• Successful track record of developing win‑win partnerships in competitive settings.
• Superior written and oral communication skills combined with above‑average organization, interpersonal, listening, presentation and problem‑solving skills.
• Professional demeanor and adaptability required to change as dictated by situations.
• Basic understanding of applied use of sales automation technology to support the sales process.
• Proficiency in MS Outlook, Word, PowerPoint and Excel.
• Experience developing strategies to increase sales volumes, manage costs and source potential opportunities through different channels.
• Knowledge of the waste industry, competitors and relevant external forces that influence the client’s buying decision.
• Well‑versed in market research, financial/profitability analysis, pricing and client relationship management.
• Organized and intellectually able to eliminate sales obstacles through creative and adaptive approaches.
• Prepared for extensive travel within a defined regional territory.
• High degree of autonomy, yet team‑oriented with ability to work cross‑functionally within a dynamic environment.

Special Considerations/Physical Work Requirements

• Required to use motor coordination with finger dexterity (e.g., keyboarding, machine operation, driving) 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.