Sales Manager waste treatment

JOB PURPOSE

Plans, organizes, and controls marketing and sales operations to achieve target turnover and secure required volumes of waste materials. This contributes to lowering total fuel costs for cement production, reducing reliance on fossil fuels, and supporting sustainability objectives.

EXPERIENCE

• Occupational Health & Safety and Environment responsibility
  • Ensure full compliance with all QEOHS policies, procedures, standards, and regulations. Performance will be measured against criteria outlined in Dialogue, aiming for Zero Harm and complete adherence to safety, health, and environmental requirements.
• Develop marketing plan for waste management solutions
  • Build market intelligence, identify market opportunities, forecast sales volume, and propose marketing strategy, branding, and communication plans. Participate in implementing communication plans, plan direct customer approaches, execute customer engagement plans, and develop sales tools such as presentations and brochures. The outcome is a timely marketing plan that supports the annual business plan, promotes solution values to stakeholders, and ensures sales tools are available.
• Manage value for waste management service customers
  • Collaborate to assess quality, environmental, and OH&S risks in selling waste management services. Identify potential customers that meet waste acceptance criteria, define services that align with both customer and cement plant needs, and evaluate the sustainability of customer relationships. Collaborate to make technical adjustments for pre-processing new waste streams.
• Manage selling activities and processes
  • Maintain and improve the performance management system, enforce sales procedures, review sales team reports, develop pricing principles, evaluate customer proposals, and maintain a knowledge system including customer information and win-lose case histories. Outcomes include compliance with sales procedures, accurate records of sales calls and visits, win-lose statistics, proposals, contracts, .
• Support development of new services and business opportunities
  • Collaborate with cross-functional teams to develop waste management solutions, create new services, and review and update the business portfolio to capture opportunities. The goal is to maximize customer value at the lowest cost, increase benefits, and ensure timely portfolio reviews to optimize profit.
• Manage customer relationships
  • Develop and execute Key Account Management plans and implement the customer satisfaction program. Outcomes include successful KAM plan execution and customer satisfaction reporting with closed feedback loops.
• Manage Customer Service for contract performance
  • Handle contract management, coordinate service delivery with stakeholders (Logistics, Operations, customer representatives), manage complaints, oversee manifest management, control debt and DSO, and conduct customer satisfaction surveys. Deliverables include contract status reports, customer satisfaction reports, performance metrics (e.g., disposal duration), and DSO control.
• People development
  • Create succession plans for key roles, develop superintendents as value-based pricing champions, and foster a coaching culture through CTC and SE Coaching implementation. Outcomes include succession plan execution, and coaching plans.
• Manage value for customers
  • Define and agree on waste sourcing services that minimize impact on plant operations, maintenance, clinker quality, and emissions. Collaborate across the product chain to establish quality requirements and work with the Platform Manager to adjust pre-treatment processes to meet plant needs.

MAJOR CHALLENGES

• Waste management is a high-risk business
• Complex legal frameworks create both opportunities and compliance risks
• Multiple stakeholder relationships require strict adherence to codes and policies
• Wide range of solutions and customer awareness levels demand skilled employees
• Sales executives need deep knowledge of compliance, cement production, waste handling, and co-processing

Expectation:

• Bachelor’s degree, MBA preferred if technical background
• Minimum 2 years in waste management business
• At least 2 years in commercial roles and 2 years in management positions

Skills

• Regulations and compliance, risk assessment in sales, financials in sales, organizational resources, business and sales strategy
• Leadership competencies: analysis and problem solving, business and financial acumen, relationship building, people management, key account management, sales planning, coaching, communication and negotiation, pricing and margin management, data analysis and control, planning and organizing, results orientation, strategic outlook, collaboration, customer focus

If you are interested in this role, please don’t hesitate to contact me and send your CV via email  to thuong.nguyen@adecco.com.