Within a designated market, which may cross divisions, the Major Account Executive-HOA is responsible for identifying leads and proactively prospecting and selling new residential waste services, recycling waste services, and all other services to potential and existing home owners associations. In coordination with other Field Sales personnel, the Major Account Executive - HOA meets regularly with prospective new clients in assigned market area to deliver sales presentations, follow up with key... more details
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 2023, Republic’s total company revenue was $14.9 billion, and adjusted EBITDA was $4.4 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 41,000 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 4.6 million people in 2023 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. This innovative site processes 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.
We continue to advance decarbonization at our landfills. As demand for renewable energy continues to grow, we have 70 landfill gas-to-energy projects in operation and plan to expand our portfolio to 115 projects by 2028.
RECENT RECOGNITION
- Barron’s 100 Most Sustainable Companies
- CDP Discloser
- Dow Jones Sustainability Indices
- Ethisphere’s World’s Most Ethical Companies
- Fortune World’s Most Admired Companies
- Great Place to Work
- Sustainability Yearbook S&P Global
POSITION SUMMARY: Within a designated market, which may cross divisions, the Major Account Executive-HOA is responsible for identifying leads and proactively prospecting and selling new residential waste services, recycling waste services, and all other services to potential and existing home owners associations. In coordination with other Field Sales personnel, the Major Account Executive - HOA meets regularly with prospective new clients in assigned market area to deliver sales presentations, follow up with key decision makers and sell all services, including total waste stream management, as appropriate.
PRINCIPAL RESPONSIBILITIES:
- Identifies viable leads, manages prospects and acquires new, profitable residential accounts to meet and exceed established targeted revenue goals.
- Builds relationships and increases Company visibility through participation in Company-sponsored activities as required; attends trade shows, chamber of commerce events and other events, as necessary. Acts as a company representative at community events, where required.
- Utilizes the Company’s Contact Relationship Management tool (SFDC), schedules and documents all activities, and develops robust information profiles on prospective customers to facilitate acquisition of new customers.
- Utilizes HOA proforma to review financial evaluation with Business Unit leadership to align on program offer and service options.
- Develops and maintains an awareness of market behavior and competitive trends in designated market to anticipate changing customer needs; proactively manages customer base.
- Prepares and delivers sales presentations; follows up with key decision makers to assure contracts are closed in a timely and price efficient manner.
- Meets monthly with the applicable Division Sales Manager to review the sales pipeline and to secure input.
- Maintains a thorough knowledge of the Company’s available services, lines of business, pricing structures and offer services to potential home owners associations, including total waste stream management solutions, as appropriate, to grow targeted profitable revenue and contribute to Company goals and objectives.
- Meets regularly with local Sales and General Managers, as appropriate, to review sales activities and prospective customer calling activities.
- Completes all required Customer Service Agreements (“CSAs”), CRM entries and other reports in a complete, accurate and timely manner.
- Performs other job-related duties as assigned or apparent.
QUALIFICATIONS:
- Prior waste industry or service industry experience.
MINIMUM REQUIREMENTS:
- 4 years of prior sales experience that includes a minimum of one year managing, selling to and retaining large, complex customer accounts.
- Valid driver’s license.
$58,240.00 - $91,520.00
Bonus Plan Details (if applicable):
Bonus - Sales Commission Plan, 30% Annual
Rewarding Compensation and Benefits
Eligible employees can elect to participate in:
• 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).
The statements used herein are intended to describe the general nature and level of the work being performed by an employee in this position, and are not intended to be construed as an exhaustive list of responsibilities, duties and skills required by an incumbent so classified. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the Company.
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.
