Territory Sales Manager - ES

Republic Services; Long Beach (CA); On-site; USD 115,000 - 158,000; Full time

Benefits offered by this job

Medical benefits coverage

Dental coverage

Vision coverage

401(k) plan with company match

Employee Stock Purchase Plan (ESPP)

PTO

Job summary

Republic Services is seeking a Territory Sales Manager - ES in California to lead the sales team for Environmental Services, driving growth and profitability across hazardous and non-hazardous waste streams. You will coach staff, refine strategies and collaborate with business units to meet budgeted expectations.

The role requires 3+ years in sales with leadership experience, a valid driver’s license, and proficiency with CRM tools.

Qualifications

• Minimum of 3 years in a sales role with leadership experience (Required).
• High School Diploma or GED (Required).
• Valid driver's license (Required).
• 5 years’ experience supervising sales personnel (preferred).
• Experience using business and sales software (e.g., Outlook, Excel, Salesforce or other CRM tools).
• Experience developing comprehensive sales strategies and working across a large geographic area.

Responsibilities

• Develops and implements sales and marketing plans to maximize profitability.
• Directs a staff of sales and administrative personnel, including hiring, training and coaching.
• Leads the sales team with value selling and standardized processes.
• Manages CRM data, tracks activity and aligns efforts to goals.
• Supports pricing strategy discussions with leadership and business unit teams.
• Maintains knowledge of services, pricing and market trends to help staff sell effectively.

Skills

Sales leadership

Strategic planning

Effective communication

Team coaching

Time management

Cross-functional collaboration

Self-motivation

Education

High School Diploma or GED

Tools

Salesforce

CRM tools

Job description

POSITION SUMMARY

The Territory Sales Manager - ES is responsible for planning, organizing, directing and coordinating the activities of the sales team for Environmental Services, which provides its customers with non-hazardous and hazardous waste stream management, to effectively execute sales strategies that will maximize sales volume, drive targeted profitable growth and professionally develop the sales staff.

PRINCIPLE RESPONSIBILITIES

Develops and implements comprehensive business strategies, and sales and marketing plans that complement the overall operating plan for the business units under the Sales Manager’s responsibility. Achieves consistent results through superior performance. Directs a staff of sales and administrative personnel, including responsibility for hiring, training and performance coaching and management; complete weekly "ride-alongs" with sales personnel to provide training and coaching. Manages sales performance and customer interaction through a leading CRM tool. Regularly reviews sales activity funnels and results in comparison to new sales and retention goals to drive the organization toward achievement of budgeted expectations. Leads their assigned sales team through the establishment and implementation of "value selling and a standardized sales process." Fosters an atmosphere conducive for professional development and career advancement. Identifies talent gaps, creates action plans and manages development and performance. Works with the business unit teams to understand and implement key processes and identify and solve for constraints while proactively identifying customer hurdles. Develops and maintains a thorough knowledge of the Company’s available services, lines of business, pricing and structures to assist sales staff selling circumstances as the need arises. Analyzes and customizes Environmental Services’ sales force structure against defined sales opportunities in the defined marketplace. Monitors, gathers data, and analyzes the effectiveness of various customer, sales, and marketing programs and initiatives and provides effective feedback to relevant departments. Assist with new customer solicitation, bid preparation and customer retention strategies. Participates with business unit leadership to develop and implement pricing strategy to meet Company objectives. Maintains an awareness of market behavior and competitive trends in designated market to anticipate changing customer needs; proactively manages customer base. Reviews Customer Service Agreements for terms and conditions pricing, accuracy and other requirements. Performs other job duties as assigned or apparent.

QUALIFICATIONS

Minimum of 3 years of progressive experience in a sales role, including experience in peer leadership or supervision of other sales personnel. (Required.) High School Diploma or GED (Required) Valid driver’s license (Required) 5 years’ experience in a role that includes supervising or managing sales personnel and activities (preferred) Experience using business and sales software (i.e. Outlook, Excel, Salesforce or other CRM tools, etc.). Experience developing comprehensive strategies. Strong proven experience managing in a matrix organization across a large geographic area. Is self-motivated; maintains a feeling of pride in work; has a strong work ethic and strives to achieve all goals; is competitive and has a strong drive to win; takes appropriate risks. Good communication skills (written and verbal); can effectively communicate to all levels of management, both internally and externally. Good time management skills to ensure assigned responsibilities are completed in an efficient manner. Has the ability to identify the information needed to clarify a situation; seeks information from appropriate sources; can tackle a problem using logical, sequential approach and can anticipate the implications of actions. Ability to foster teamwork and enlist the support and participation of others. Experience with a focus on sales, client relations and/or business development with proven expertise in petro-chemical in-plant waste management, environmental services, and industrial services, including hazardous and non-hazardous waste streams.

Pay Range

The pay range for this position is $114,800.00 to $157,850.00* which reflects the minimum wage in multiple jurisdictions. The actual range will depend on the locality in which you are hired.

Bonus Plan Details (if applicable)

• 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.
• 401(k) plan with a generous company match.
• Employee Stock Purchase Plan (ESPP).
• Paid Time Off (PTO)
• Benefits https://jobs.republicservices.com/us/en/about-us/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. For any concerns relating to Republic Services’ commitment to equal opportunity employment, you may contact the AWARE Line at 1-866-3-AWARE-4.

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 2025, Republic's total company revenue was $16.6 billion, and adjusted EBITDA was $5.3 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 42,000 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 5.1 million people in 2024 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. The Republic Services Polymer Center is the nation’s first integrated plastics recycling facility. These innovative sites process rigid plastics from our recycling centers, producing recycled materials that promote true bottle-to-bottle circularity. We also formed Blue Polymers, a joint venture with Ravago, to develop facilities that will further process plastic material from our Polymer Centers to help meet the growing demand for sustainable packaging. We are building a network of Polymer Centers and Blue Polymer facilities across North America. Our customers are increasingly looking for decarbonization solutions, and we are leveraging our network of landfills to meet that need. Republic is committed to harnessing landfill gas, a natural byproduct of decomposing waste, and converting it to energy. Republic has partnered with renewable gas developers to construct Renewable Natural Gas (RNG) plants at our landfills, expanding beyond the 77 projects we currently have to make progress toward our goal to beneficially reuse 50% more biogas by 2030 (2017 baseline year).

RECENT RECOGNITION

• Barron's 100 Most Sustainable Companies
• CDP Discloser
• Dow Jones Best-In-Class Indices
• Ethisphere's World’s Most Ethical Companies
• Fortune World's Most Admired Companies
• Great Place to Work Sustainability Yearbook
• S&P Global

WHY WORK WITH US

Republic Services is a place where your effort is always appreciated and your teammates always have your back. When you give us your best, we give you ours. We're constantly investing in new tools and technology that allow you to do your job safely and effectively. We offer plenty of opportunities to learn and grow within your role. And when we say "Sustainability in Action," we mean it. Together, we're leaving the world better than we found it through the work we do every day. Are you in? Keep reading to learn more about the position we're hiring for.