Regional Sales Manager

Regional Sales Manager

The Regional Sales Manager (RSM) is responsible for leading, developing, and executing the sales strategy for a defined region within GFL's Solid Waste division. This leadership role focuses on driving revenue growth, increasing market share, and building strong customer relationships across commercial, industrial, municipal, and construction sectors. The RSM supports a team of Sales Representatives and collaborates cross-functionally to deliver best-in-class environmental solutions that meet customer needs.

Key Responsibilities

Sales Leadership & Strategy

• Develop and execute regional sales plans aligned with corporate objectives for revenue, profitability, and market expansion.
• Manage, mentor, and motivate a high-performing sales team, including Sales Representatives, Account Executives, and Inside Sales.
• Analyze market trends, pricing, and competitive activity; adjust strategy proactively to maintain competitive advantage.
• Lead forecasting, pipeline management, and performance reviews to ensure regional goals are consistently met.

Customer & Market Engagement

• Build and maintain strong relationships with key commercial, industrial, and municipal accounts.
• Engage directly with high-value prospects to support sales presentations, RFP responses, and contract negotiations.
• Ensure customer retention through proactive account management and service improvement initiatives.
• Represent GFL at industry events, networking forums, and trade associations.

Operational Collaboration

• Partner with Operations, Customer Service, and Dispatch teams to ensure seamless service delivery.
• Work closely with Finance on pricing strategies, contract structuring, and profitability analysis.
• Collaborate with Marketing to implement regional campaigns, sales collateral, and brand initiatives.

Compliance & Standards

• Ensure all sales practices align with company policies, safety requirements, and environmental regulations.
• Maintain accurate records in CRM systems and ensure the sales team adheres to reporting standards.

Qualifications

Required

• 5–7+ years of progressive sales experience in the waste industry or related environmental services sector.
• 2–3+ years of sales leadership experience managing a territory, team, or business unit.
• Proven success in B2B sales, including contract negotiations and proposal development.
• Strong understanding of solid waste, recycling, and/or industrial waste service models.
• Excellent leadership, communication, and relationship-building skills.
• Proficiency with CRM software (Salesforce experience is a plus).
• Valid driver's license and ability to travel within the region.

Preferred

• Experience working for a major environmental services provider (GFL, WM, Republic, Waste Connections, etc.).
• Knowledge of regional regulatory requirements (municipal waste bylaws, recycling mandates, etc.).
• Bachelor's degree in Business, Environmental Science, or related field.

Competencies

• Strategic thinking and analytical ability
• Strong coaching and talent development
• Negotiation and contract management
• Results-driven mindset
• Customer-focused leadership
• Ability to collaborate across operational and corporate functions

What GFL Offers

• Competitive salary + performance-based incentives
• Comprehensive benefits package
• Vehicle allowance or company vehicle
• Opportunities for professional growth within a rapidly expanding company
• The chance to contribute to a sustainable future and make a measurable environmental impact

We thank you for your interest. Only those selected for an interview will be contacted. GFL is committed to equal opportunity for all, without regard to race, religion, color, national origin, citizenship, sex, sexual orientation, gender identity, age, veteran status, disability, genetic information, or any other protected characteristic. If you are interested in applying for employment and need special assistance or an accommodation to apply for a posted position, please contact myworkdayrecruitment@gflenv.com.