Brendan Dalton
Ipswich,MA
Summary
Dynamic Sales and Operations Leader with a proven track record of driving revenue growth, enhancing client relationships, and leading teams in highly competitive business markets. Expert in strategic planning and P&L management, while fostering a culture of team excellence and accountability. Strong communication skills, highly adept in problem resolution, strategic sales planning, while creating and delivering effective presentations.
Overview
23
23
years of professional experience
Work History
Sales Manager
Republic Services, Boston Business Unit
Revere, MA
10.2024 - 03.2026
- Developed and implemented sales strategies to increase market penetration within the Boston Business Unit's assigned territory.
- Built and maintained strong relationships with key clients to enhance customer loyalty and retention.
- Managed and led a 12 member Sales Team to drive market growth and increase revenue share. Managed this Sales Team through an 82 day market Strike.
- Conducted regular meetings and training sessions for team members to improve product knowledge and sales techniques.
- Monitored competitor activities and industry trends to inform strategic planning and decision-making.
Operations Manager
Republic Services, Boston Business Unit
Revere, MA
10.2022 - 10.2024
- Operations Leader for the Boston Business Unit with annual revenues of approximately $150M+.
- Responsible for overseeing 140+ driver team executing 55 commercial routes, 45 industrial roll-off routes, and 16 residential routes daily, 7 days per week/365 days per year.
- Managed a team of 8 Operations Supervisors, 6 Dispatchers, and 2 Operations Clerks in an extremely complex environment operating 365 days per year.
- Oversaw driver training, hiring, schedule management, pay-roll, GOE/P&L management, leading monthly safety meetings, coaching, and development.
- 2023 Operating Income, 120%, $2.20M over budget.
Sales Manager
Republic Services, Boston Business Unit
Revere, MA
07.2018 - 10.2022
- Sales Leader for the Boston Business Unit with annual revenues of approximately $120M+. Led and developed a 19 member Sales Team.
- Oversaw P&L management, sales forecasting, pricing, hiring, training, sales rep field days, organizing and leading weekly sales team meetings, leading weekly rep "one-on-one" meetings, salesforce management, sales actuals vs. budget management, coaching and mentoring.
- Managed P&L top-line revenue growth. 2019: $114.7M, 2020: $118.7M or 3.5% revenue growth YOY, 2021: $122.6M or 3.3% revenue growth YOY.
- Led a Sales Team responsible for 2019 Net Promoter score of 33 vs. a budget of 19 based on customer service satisfaction.
- 2019 led and executed the Boston BU's growth and retention strategy delivering a net new business actual of $152K vs. a budget of $68K or $84K net positive variance to budget. Part of the Boston BU's leadership team responsible for exceeding Operating Income budget by .4%.
- 2020 achieved net new business budget by $1K during difficult Covid19 market shut down year.
- 2021 Operating Income, 114%, $1.892M over budget.
- 2022 Sales Leader responsible for leading the sales integration portion of a large, complex acquisition, JRM Hauling.
- 2022 managed and drove results of a 91% contract secure rate of the BU's total account book of business.
Sales Supervisor
Republic Services, Boston Business Unit
Revere, MA
05.2015 - 07.2018
- Co-Sales Leader for the Boston Business Unit with annual revenues of approximately $120M+.
- Led a 19 member Sales Team while overseeing P&L management, sales forecasting, pricing, hiring, training, sales rep field days, organizing and leading weekly sales team meetings, leading weekly rep "one on one" meetings, salesforce management, sales actuals vs. budget management, coaching and mentoring.
- 2016 led and executed the Boston BU's growth and retention strategy delivering net new business actual of $53K vs. a budget of ($93K) or $146 positive variance to budget.
- 2017 delivered net new business actual of $105K vs. a budget of $41K or $64K positive variance to budget. Part of the Boston BU's leadership team responsible for exceeding Operating Income budget by 1.3%.
- 2018 delivered net new business actual of $152K vs. a budget of $68K or $84K positive variance to budget. Part of Boston BU's leadership team responsible for exceeding Operating Income budget by 2.75%.
- 2015 one of eight Republic Services employees nominated and chosen for the East Region Top Talent Forum in Charlotte, NC.
Major Account Executive
Republic Services, Boston Business Unit
Revere, MA
09.2012 - 05.2015
- Managed a book of business work $8.5M in total annual revenue for large complex customer accounts of permanent commercial and industrial recycle/waste services.
- Responsible for executing strategic initiatives to promote sales growth as well as maintain relationships with existing client base to include the Boston BU's top revenue accounts. Notable accounts included Harvard University , Northeastern University and Massachusetts General Hospital.
- Identified leads while creating and delivering effective sales presentations to key decision makers and facilitated the acquisition of new profitable business to meet/exceed monthly established revenue goals.
- Consistently exceeded net sales goals by 198$ in 2012, 175% in 2013 and 200% in 2014.
- Sold over $172,000 of profitable commercial and industrial new business in 2014, while resigning my book of business to greater than 90% accounts secured in 2012.
Account Manager
Republic Services, Boston Business Unit
Revere, MA
07.2007 - 09.2012
- Managed and maintained a book of business worth $3M in total annual revenue consisting of 1200 accounts of permanent commercial and industrial waste/recycle services through growth, retention, and building effective long-term relationships.
- Recipient of the Chairman's Club Sales Excellence award in 2009 for exceeding sales goals by 205%.
- Surpassed new business sales goals by 261% in 2010 and exceeded overall net sales goals by 150% in 2011.
- Developed and facilitated the LEED EB program for the Boston BU resulting in targeted profitable growth and provided the training to the Sales Team.
Inside Sales Representative
Republic Services, Boston Business Unit
Revere, MA
01.2006 - 07.2007
- Effectively facilitated the negotiation and acquisition of a book of business worth $1.2M in annual revenue.
- Responsible for executing successful sales strategies and acquiring new revenue growth by handling inbound calls and outbound cold calls for permanent commercial and industrial customers.
- Demonstrated exceptional sales skills by exceeding net sales goals by 250% in 2006-2007.
Branch Manager, Asst. Branch Manager, Sales Rep.
Enterprise Rent-A-Car
Boston, MA
01.2003 - 05.2005
- Developed and demonstrated superior management skills as a Branch Manager while overseeing all branch operations for the Malden, MA location which held the highest ESQI exceptional customer service ranking against all other branches within the New England market.
- Provided leadership and direction to staff and held overall responsibility for performance management, training and development of staff.
- Creatively marketed our services to local business and clients to obtain fleet growth, increase profits, and deliver an exceptional level of customer service.
- Completed a rigorous 12-month management training program as a Sales Representative and developed and utilized various competencies that translated into successfully managing a branch.
Education
Graduate Level MBA Courses Taken Between 2010-2012 - Business
Salem State University
Salem, MABachelor of Interdisciplinary Studies - Business Communications
Arizona State University
Tempe, AZ05-2002
Skills
- Revenue Profit/Growth
- Strategic Planning/Analysis
- Coaching, Leadership, Team Building
- P&L & GOE Management
- Presentation Development
- Budget Management/Forecasting
- Sales Pipeline & CRM Management
- Performance Management
Timeline
Sales Manager
Republic Services, Boston Business Unit
10.2024 - 03.2026
Operations Manager
Republic Services, Boston Business Unit
10.2022 - 10.2024
Sales Manager
Republic Services, Boston Business Unit
07.2018 - 10.2022
Sales Supervisor
Republic Services, Boston Business Unit
05.2015 - 07.2018
Major Account Executive
Republic Services, Boston Business Unit
09.2012 - 05.2015
Account Manager
Republic Services, Boston Business Unit
07.2007 - 09.2012
Inside Sales Representative
Republic Services, Boston Business Unit
01.2006 - 07.2007
Branch Manager, Asst. Branch Manager, Sales Rep.
Enterprise Rent-A-Car
01.2003 - 05.2005
Graduate Level MBA Courses Taken Between 2010-2012 - Business
Salem State University
Bachelor of Interdisciplinary Studies - Business Communications
Arizona State University
Professional Training
Republic Services Leadership Academy Graduate - 9 month program (2024)
Leadership Fundamentals 2: Tyngsboro, MA (2023)
Business Acumen: Seeing the Big Picture (2016)
Leadership Fundamentals: Auburn, MA (2016)
Priority Based Selling Certification: Foxboro, MA (2014)
Miller Heiman Strategic Selling: Southborough, MA (2012)
Front Line Leadership Excellence: Mt. Laurel, NJ (2011)
Customer Service Experience: Fall River, MA (2010)
Professional Sales Negotiations: Tyngsboro, MA (2009)
Professional Selling Skills: Scottsdale, MA (2006)
Management Skills and Leadership: Newark, NJ (2005)
Awards & Distinctions
Volunteer at My Brother's Table: Lynn, MA (2025-2026)
Volunteer for Encore Casino Feed the Funnel Food Drive: Everett, MA (2023-2025)
Volunteer for Sandler Square Neighborhood Rebuild: Revere, MA (2021)
Priority Based Selling Recertification Perfect Score (2020)
Volunteer for Costa Park Neighborhood Rebuild: Revere, MA (2019)
Volunteer Blood Platelet Donor for American Red Cross (2018)
East Region Top Talent Forum Recipient: Charlotte, NC (2015)
New England Area Customer Experience Award Recipient (2014)
Hillsborough County Contract Resign Initiative: Tampa, FL (2013)
Volunteer Coach for Lynnfield, MA Youth Football (2012-2014)
New England Area Sales 100% Club Recipient (2009-2012)
Chairman's Club Sales Excellence Award Recipient: Scottsdale, AZ (2009)
2-Week Recycle Contract Resign Initiative: San Francisco, CA (2008)
Enterprise Rent-A-Car Exceptional Service Award: (2003-2005)
Volunteer for The Boys and Girls Club of Phoenix, AZ (2001-2002)