Sales Manager

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