The Director Technology Sales and Service will drive the sale and lease of TOMRA reverse vending machines, and other TOMRA collection technology solutions and related service strategies, for expansive and sustainable growth in California. This position will be responsible for building a sales and service team that will deliver this profitable growth in California to a range of customers. With the passage legislation (SB 1013, etc.) of California’s Beverage Container Deposit Laws, the director will drive a comprehensive business plan that strengthens the collection of glass, plastic and aluminum container recycling in California.
- Prioritize high market share of CalRecycle RIG (Redemption Innovation Grant Program) funding period through 2026 by selling in solutions that utilizing TOMRA’s complete collection portfolio.
- Develop profitable and sustainable beverage container collection solutions with TOMRA technology (existing technology and assist in the development of new TOMRA technologies meant specifically for California), or with strategic partnerships beyond the RIG period after 2026.
- Lead development of TOMRA sales and service team in California to reach collection opportunities in retail and in other redemption center or collection points.
- Build relationships with many stakeholders, ranging from retail and recycling industry organizations, grocery retailers, government agencies (CalRecycle), redemption center operators and others.
- Become a California industry technology leader in overcoming the challenges in establishing an effective and sustainable beverage container closed loop recycling system to pick up and process containers.
ESSENTIAL DUTIES AND RESPONSIBILITIES
- Lead technology business development initiatives and sales in California for TOMRA Collection (TC) Americas.
- Drive the implementation of business plans which penetrate new customers, markets and channels.
- Drive increased revenue and profit to assist in achieving TC “Win Big in North America” strategy
- Grow TOMRA California technology sales and service team to leverage opportunities.
- Becomes a subject matter expert by developing an understanding of local industry, market needs and best practice business models.
- Develop a deep understanding of California deposit return scheme (DRS) models, solutions, and other business concepts to optimize and deliver the company’s objectives.
- Work with TOMRA Collection Americas (TC AMS) Sales, Marketing, Finance and TOMRA Solution Hub to develop sustainable and scalable solutions.
- Work with Public Affairs modernizing the California Deposit Return Systems and funding programs.
- Create multiple project plans and manage cross functional team to fulfill project goals.
- Provide information about services to potential clients, track inquiries, and follow up as appropriate.
- Manage business in a stable sustainable manner through trend analysis, plan development, issue resolution and execution.
- Assume responsibility and execution of campaigns and projects towards their successful completion.
- Work with Marketing team to create compelling, eye-catching materials for both print and digital formats.
- Travel, as needed, to meet with customers, legislators and other relevant stakeholders
- Ensure compliance with TOMRA SAFE Standards and Guidelines.
- Other duties as assigned.
EDUCATION and/or EXPERIENCE
- BA/BS degree in Business Administration or related field. MA, MBA or equivalent executive education degree is preferred.
- Minimum 12-15 years in technology or equipment sales, business development, supply chain, or operations management in equipment, retail grocery, waste management/recycling, or affiliated technologies industries.
- Minimum 5 years of leveraging strong connections in California to grow profitable business.
- Proven experience in pricing and margin models and analysis.
- Understanding of consultative sales and business value propositions.
- Experience in delivering client-focused solutions based on customer needs.
- Highly resourceful team-player, with the ability to also be extremely proactive and effective when working independently. Must be a problem solver.
- Effectively present information in one-on-one and small and large group situations to customers, clients, and other employees of the organization.
- Strong analytical, interpersonal, and organizational skills.
- Strong oral and written communication skills; must be able to effectively communicate with both internal and external stakeholders on complex issues and create persuasive arguments using a variety of methods (i.e., social media, editorial writing, in-person presentations, video conferencing etc.).
- Advanced knowledge of and experience using Microsoft Office (Excel, Word, Outlook, PowerPoint, etc.), CRM software and other related technologies.
All your information will be kept confidential according to EEO guidelines.
