Area Sales Manager | B2B Sales Leadership & Revenue Growth

Lead the team. Grow the market. Drive results.

Capital Waste Services is seeking an experienced Area Sales Manager to lead sales professionals, develop new commercial and industrial business, strengthen key customer relationships, and drive profitable revenue growth across an assigned market.

About Capital Waste Services

Capital Waste Services (CWS) is committed to providing reliable waste collection services to the communities we serve. Our continued growth is driven by our employees, strong customer relationships, and commitment to delivering dependable service.

We are looking for an experienced, results-driven Area Sales Manager to lead sales growth, develop our sales team, and strengthen customer relationships across an assigned market.

Position Summary

The Area Sales Manager is responsible for leading profitable revenue growth across commercial and industrial sales channels. This position provides hands-on leadership to sales representatives while developing and executing strategies to grow new business, retain existing customers, strengthen the sales pipeline, and expand CWS's market presence.

The Area Sales Manager will also play an important role in major commercial, industrial, government, and municipal opportunities, including developing proposals and bid packages, managing customer relationships, and partnering with operational leadership to deliver effective customer solutions. 

This is an excellent opportunity for an experienced sales professional who enjoys leading a team, coaching in the field, building customer relationships, and driving measurable revenue growth.

Key Responsibilities

Sales Leadership & Team Development

• Lead, coach, train, and mentor sales representatives to improve prospecting, pipeline management, retention, and closing performance.
• Establish clear expectations and hold the sales team accountable for activity, pipeline, retention, and new-revenue goals.
• Conduct field coaching, customer meetings, and joint prospecting activities with sales representatives.
• Participate in interviewing and selecting qualified candidates for open sales positions.
• Support ongoing development of sales talent and a high-performance sales culture. 

Revenue Growth & Business Development

• Develop and execute sales strategies designed to generate profitable growth across commercial and industrial channels.
• Identify and pursue opportunities to expand CWS's presence within assigned and developing markets.
• Monitor sales activity, pipeline development, customer retention, and new-revenue performance.
• Guide the team in identifying new prospects, advancing opportunities, and closing profitable business.
• Support consistent execution of company pricing and service strategies. 

Customer & Municipal Relationships

• Develop and maintain strong relationships with key commercial, industrial, government, and municipal customers.
• Serve as a primary sales contact for major government and municipal opportunities.
• Assist with resolving complex prospective and existing customer issues.
• Provide guidance regarding customer needs, pricing, competition, equipment, service capabilities, and market conditions. 

Proposals, Pricing & Sales Execution

• Assist in developing pro formas, proposals, and bid packages for significant government, municipal, commercial, and industrial opportunities.
• Ensure appropriate use of CRM, pricing, proposal, and other sales tools across the team.
• Use sales and performance data to monitor activity and improve results.
• Maintain accurate and timely sales information and reporting. 

Collaboration

• Partner with Operations and other internal teams to help ensure customer expectations align with service capabilities.
• Communicate customer needs, competitive activity, and market conditions to leadership.
• Help ensure the sales organization maintains high standards of professionalism and customer service.

Qualifications

Required

• High school diploma, GED, or equivalent.
• At least 3 years of related sales experience, including experience leading or coaching sales employees.
• Demonstrated ability to lead, coach, and develop sales professionals.
• Strong knowledge of sales strategy, prospecting, pipeline management, negotiation, closing, and customer retention.
• Excellent communication, presentation, relationship-building, and problem-solving skills.
• Ability to interpret sales performance information and use it to drive results.
• Proficiency with CRM systems, sales tools, and Microsoft Office.
• Ability to travel throughout assigned and expansion markets as needed. 

Preferred

• Associate degree in Business Administration, Sales, Marketing, or a related field.
• 2 years of experience in solid waste, environmental services, or another service-related industry.
• Experience managing commercial, industrial, government, or municipal sales opportunities.

What We're Looking For

The ideal candidate is a hands-on sales leader who knows how to balance people leadership with business development. You should be comfortable coaching sales representatives in the field, reviewing pipeline and performance, meeting with key customers, developing strategic opportunities, and holding a team accountable for results.

Success in this role requires someone who is competitive, customer-focused, analytical, organized, and comfortable operating in a fast-moving service environment.

Why Join Capital Waste Services?

This role provides the opportunity to lead sales growth within an expanding organization while developing a team and building long-term customer relationships. You'll have the opportunity to directly influence market growth, customer retention, sales execution, and the continued development of the CWS sales organization.