Territory Sales Manager

Promote, sell, increase and preserve GFL Environmental's solid waste services to businesses and industrial establishments in assigned territory by identifying new market areas, maintaining current customers, and developing strategies to outweigh competition. Prepare sales contracts with knowledge of pricing, costs and equipment with input from Facility / General Manager.

GFL Environmental is one of North America's leading waste management companies, proudly making communities cleaner, safer, and happier through first-class service. At GFL, our goal is to invest in our people and provide opportunities to grow for life.

Our employees are proudly known as Team Green, a name that unites us under a shared purpose: delivering sustainable solutions that help our customers and communities be Green For Life.

Position Overview

The Territory Manager is responsible for driving revenue growth through new business development while managing and expanding relationships within an assigned territory. This role owns the full sales cycle and is ideal for a motivated, competitive sales professional who thrives in a base salary plus commission environment.

Key Responsibilities

Sales & Business Development

• Aggressively pursue new business and expand existing accounts to grow market share within the assigned territory

• Identify and qualify prospective customers through cold calling, networking, referrals, and territory planning

• Manage and maintain prospect and customer information in the CRM system to support pipeline growth

• Penetrate new and existing market segments to increase revenue and competitive positioning

Customer Relationship Management

• Travel throughout the assigned territory to meet with current and prospective customers and assess service needs

• Build long-term customer relationships through consultative selling and proactive account management

• Act as a liaison for large commercial, industrial, municipal, and governmental customers

Pricing, Contracts & Financial Acumen

• Develop a working knowledge of branch and regional P&L dynamics, including pricing strategy, margins, and cost of service

• Prepare and present pricing proposals, quotes, and sales contracts

• Consult Sales Management or Facility/General Management prior to deviating from established pricing

• Support initiatives to improve pricing on substandard accounts

Product & Market Expertise

• Maintain in-depth knowledge of GFL's solid waste services, equipment, pricing, and applications, including roll-off, front-load, compactors, and full-line solutions

• Perform waste stream analysis to estimate volumes and identify recyclable, divertible, or specialty waste streams

• Monitor competitor activity and market trends

Strategic & Community Engagement

• Prepare and deliver professional sales presentations to major accounts

• Participate in trade shows, community events, civic organizations, and industry functions to enhance GFL visibility

• Support municipal and governmental bid opportunities and preliminary bid preparation

• Assist with identifying acquisition candidates and integration efforts as needed

Additional Responsibilities

• Ensure compliance with all company policies and applicable regulations

• Perform other duties as assigned

Knowledge, Skills & Abilities

• Strong written, verbal, and interpersonal communication skills

• Proven negotiation, presentation, and closing abilities

• Ability to analyze pricing, margins, and sales performance metrics

• Strong organizational and time-management skills

• Self-motivated, competitive, and results-driven mindset

• Ability to work independently with minimal supervision

Requirements

• Bachelor's degree preferred

• 2-3 years of sales experience with a proven understanding of professional selling techniques

• Solid waste or environmental services industry experience preferred

• Equivalent education and experience will be considered

• Valid driver's license and ability to travel within the assigned territory

Compensation & Benefits - Team Green

• Competitive base salary plus uncapped commission

• 15 days of paid time off

• 4 medical plan options, including an HSA with employer contribution and match

• Medical, dental, and vision coverage

• 401(k) with employer match

• Paid holidays

• Employee Assistance Program (EAP) with free counseling services

• Career growth and advancement opportunities within Team Green

Join Team Green and grow your sales career with GFL - be Green For Life.

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

This hiring process may utilize machine-based systems to assist in screening and assessing applicants. Final selection decisions are made by our recruitment team.