Sales Manager

Sales Manager

The Sales Manager is responsible for leading the day-to-day sales activities within their assigned territory. This role focuses on coaching and developing a sales team, driving new business growth, improving customer retention, and supporting operational excellence. The Sales Manager works closely with regional leadership to execute GFL's sales strategy and ensure the delivery of competitive and sustainable waste and recycling solutions.

Key Responsibilities

Team Leadership & Development

• Lead, mentor, and coach a team of Sales Representatives and Inside Sales personnel.
• Establish clear sales targets and KPIs; monitor performance and provide regular feedback and training.
• Support field sales ride-alongs, prospecting activities, proposal development, and closing strategies.
• Foster a culture of accountability, teamwork, and customer-focused selling.

Sales Execution & Growth

• Develop and execute sales plans that align with regional revenue and profitability goals.
• Drive new business acquisition across commercial, industrial, municipal, construction, and residential markets.
• Oversee pricing proposals, contract negotiations, and RFP responses to ensure competitive and profitable outcomes.
• Manage a strong pipeline through CRM tools and ensure accurate reporting.

Customer & Market Engagement

• Build and maintain strong customer relationships to promote loyalty and long-term partnerships.
• Resolve escalated customer issues in collaboration with Operations and Customer Service teams.
• Conduct market assessments to identify new opportunities, competitive threats, and service improvement needs.
• Participate in networking events, trade shows, and industry associations to promote GFL's brand.

Operational Collaboration

• Work closely with Operations teams to ensure service quality, route optimization, and customer satisfaction.
• Partner with Finance to evaluate pricing strategies, revenue performance, and contract profitability.
• Coordinate with Marketing to implement local sales campaigns, branding initiatives, and promotional materials.

Compliance & Standards

• Ensure all sales activities adhere to company policies, health and safety standards, and regulatory requirements.
• Maintain thorough documentation, proposals, and CRM entries for transparency and compliance.

Qualifications

Required

• 3–5+ years of B2B sales experience, ideally within the waste, recycling, or environmental services industry.
• Previous experience in a supervisory or team lead role within a sales environment.
• Demonstrated success in prospecting, proposal creation, and contract negotiation.
• Strong business acumen with a clear understanding of sales metrics and pipeline management.
• Excellent communication, leadership, and relationship-building skills.
• Proficiency with CRM systems (Salesforce preferred).
• Valid driver's license and ability to travel locally.

Preferred

• Experience working for major waste providers (GFL, WM, Republic, Waste Connections, etc.).
• Familiarity with local municipal waste regulations, recycling mandates, and industry standards.
• Bachelor's degree in Business, Environmental Science, Marketing, or a related field.

Key Competencies

• Leadership and coaching ability
• Strategic and analytical thinking
• Results-driven mentality
• Negotiation and closing skills
• Strong interpersonal communication
• Customer-first mindset

What GFL Offers

• Competitive base salary + commission/bonus structure
• Comprehensive benefits package
• Company vehicle or allowance
• Career advancement in a fast-growing organization
• The opportunity to make a positive environmental impact while helping communities thrive

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.