Director, Go-To-Market

ABOUT THE COMPANY

Republic 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.

STRATEGY

Republic 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 Waste

We 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 Solutions

Our 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 INNOVATION

Republic'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 Global

POSITION 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 Benefits

Eligible 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.