Director, Go-to-Market
Company: Disability Solutions
Location: Phoenix
Posted on: May 3, 2024
Job Description:
ABOUT THE COMPANYRepublic 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. ----STRATEGYRepublic 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 WasteWe 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 SolutionsOur
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 INNOVATIONRepublic'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 GlobalPOSITION SUMMARY:-- As an
environmental service leader, an important part of our strategy is
to drive profitable growth in the $31+B US and Canadian
Environmental Solutions market, including treatment and disposal,
field and industrial services, emergency response, and exploration
and production services.-- The Director of Go-to-Market is a
strategic leader responsible for developing and executing
comprehensive plans to bring product/services to market
effectively. Collaborating closely with cross-functional teams such
as sales, operations, business development, enterprise analytics,
revenue management and finance leaders, they will oversee market
analysis, customer segmentation, pricing strategies, and
go-to-market tactics.PRINCIPAL RESPONSIBILITIES:
- Develop comprehensive go-to-market plans to introduce new
products/services to the market, considering factors such as target
audience, competitive landscape, distribution channels, promotional
tactics, plan timeline, marketing, value proposition, training, and
pricing to facilitate profitable growth and expansion of market
share.
- Conduct market research and analysis to identify customer
needs, market trends, and opportunities for differentiation.
- Lead and manage the Go-to-Market Team, providing guidance,
mentorship, and support to drive excellence and achieve goals.
- Develop and document current service offerings to create a
master database.
- Conduct comprehensive capabilities assessments to evaluate the
strengths of current products, identifying areas for enhancement
and innovation that align with business objectives and target
markets.
- Implement robust financial analysis to accurately assess the
true profitability of current products and services, enabling
informed action plans to maximize results. --
- Prioritize continued growth for existing service offerings
(both organic and acquired).
- Identify and evaluate opportunities for new service offerings
(both organic and acquired).
- Oversee product launches by leading and planning the messaging,
positioning, pricing, and promotional activities.
- Gather feedback from customers, sales teams, and other
stakeholders to continuously improve products, messaging, and
go-to-market approaches.
- Define target customer segments and develop tailored value
propositions and messaging to effectively communicate our
offerings.
- Collaborate with sales on sales motion, resources, and targeted
customer leads.
- Provides sales team with the tools, training, and collateral
needed to effectively communicate product value propositions and
overcome customer objections during sale process.
- Identify potential risks and develop proactive mitigation plans
to safeguard against adverse impacts.
- Establish metrics to track the success of go-to-market
initiatives and regularly evaluate performance to optimize
strategies and positively impact P&L
- Budget effectively, allocating resources to initiatives and
services that will have the greatest impact.
- Performs other job-related duties as assigned or
apparent.QUALIFICATIONS:
- Understanding of Environmental Solutions market to drive
successful product/service launches and achieve revenue goals.
- Prior experience leading and directing cross-functional teams,
using influence instead of authority to support team
decision-making processes, and fostering an environment of healthy
team debate and collaboration.
- Strong understanding of pricing, marketing principles, market
analysis techniques, customer segmentation strategies.
- Excellent analytical skills, with the ability to interpret
market data, identify trends, make data driven recommendations and
evaluate P&L impact.
- Strategic thinking and results-driven mindset, with a track
record of driving revenue growth and expanding market share.
- Experience in sales enablement and working closely with sales
teams to drive revenue growth.
- Excellent communication skills and presentation skills, with
ability to articulate complex concepts clearly and influence
stakeholders at all levels of the organization.
- Demonstrated leadership experience with the ability to
effectively lead and collaborate with cross-functional teams to
achieve common goals.
- Strong project management skills with the ability to prioritize
tasks, manage multiple projects and meet deadlines in a fast-paced
environment.MINIMUM QUALIFICATIONS:--
- 10+ years of relevant experience in product marking, product
management, or related roles, with a track record of successfully
launching and driving adoption of products or services in the
market.Rewarding Compensation and BenefitsEligible 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.--- Retirement 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.EEO STATEMENT: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.
Keywords: Disability Solutions, Buckeye , Director, Go-to-Market, Executive , Phoenix, Arizona
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