Regional Sales Manager

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