Division Sales Manager

Location: Fife, WA (with regular travel to Lacey, WA)

Schedule: Monday-Friday with flexibility to support customer and business needs

Salary: $100,000-$115,000 base salary plus generous annual bonus incentives

Position Summary

The Division Sales Manager is responsible for driving revenue growth, customer retention, pricing strategy, profitability, and overall sales performance across Western Washington. This leadership role oversees a diverse portfolio of services including Construction & Demolition (C&D) debris hauling and processing, commercial recycling, organics and food waste solutions, and secure mobile shredding services.

Reporting directly to division leadership, the Division Sales Manager develops and executes strategic sales initiatives, mentors and develops a high-performing sales team, strengthens key customer relationships, and collaborates closely with operations to deliver innovative waste and recycling solutions. This role plays a critical part in expanding market share, enhancing brand awareness, and driving long-term business success.

Key Responsibilities

Sales Leadership & Strategy

• Develop and execute annual sales plans, budgets, revenue forecasts, pricing strategies, and performance goals.
• Identify and capitalize on growth opportunities within existing accounts, emerging markets, and targeted industries.
• Monitor sales activity, pipeline development, conversion metrics, retention rates, and profitability to ensure business objectives are achieved.
• Lead strategic account planning for major customers, key prospects, and house accounts.

Team Development & Performance Management

• Recruit, train, mentor, and coach sales professionals to maximize individual and team performance.
• Conduct regular one-on-one meetings, field ride-alongs, pipeline reviews, and performance evaluations.
• Foster a culture of accountability, collaboration, customer focus, and continuous improvement.
• Align compensation plans, goals, and incentives with division objectives and sales performance expectations.

Customer & Market Development

• Build and maintain strong relationships with key customers, industry partners, contractors, developers, manufacturers, and property management organizations.
• Support customer retention efforts through proactive account management and effective resolution of service-related concerns.
• Collaborate with operations leadership to ensure customer expectations, service capabilities, and pricing strategies are aligned.
• Represent the company at industry events, networking opportunities, and customer meetings to strengthen market presence.

Brand & Business Growth

• Help develop and maintain a consistent market presence through branding, community engagement, digital marketing efforts, and lead generation initiatives.
• Analyze market trends, competitive activity, and customer needs to identify opportunities for growth and differentiation.
• Utilize CRM tools and reporting to measure performance, forecast results, and drive data-informed decision making.

Qualifications

Required

• 5+ years of successful business-to-business sales experience.
• 3+ years of leadership, management, or supervisory experience overseeing sales teams.
• Proven ability to drive revenue growth, customer retention, and profitability.
• Strong coaching, negotiation, presentation, and relationship-building skills.
• Experience using CRM platforms, sales reporting tools, and Microsoft Office applications.
• Valid driver's license with an acceptable driving record.

Preferred

• Bachelor's degree in Business, Marketing, Management, or a related field.
• Experience in waste management, recycling, environmental services, industrial services, construction-related services, or other route-based service industries.
• Experience selling to general contractors, developers, industrial clients, manufacturers, municipalities, or property management groups.
• Knowledge of pricing strategies, forecasting, margin analysis, territory planning, and sales compensation programs.

Work Environment & Physical Requirements

Based in Fife, Washington, with regular travel throughout Western Washington, including weekly visits to Lacey. Frequent customer visits, site meetings, field coaching, and joint sales calls. Combination of office, customer-facing, and outdoor work environments. Ability to travel locally throughout the assigned market. Occasionally required to walk active job sites, navigate uneven terrain, climb stairs, and perform light physical activity.

Why Join Us?

• Competitive base salary plus annual performance bonuses
• Leadership opportunity with significant impact on business growth
• Established customer base and diverse service offerings
• Collaborative culture focused on professional development and career growth
• Opportunity to help shape the future of sustainable waste and recycling solutions throughout Western Washington

To be considered for any of our current openings you must complete an application at www.careers.wasteconnections.com. Application information and additional instructions can be found once you select your position of interest.

We offer excellent benefits including: medical, dental, vision, flexible spending account, long term & short term disability, life insurance, 401K retirement and unlimited opportunities to "Connect with Your Future". Waste Connections is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to disability or protected veteran status.