Senior Sales Representative

Utilizes a consultative sales approach to sell Waste Management services to small and medium-sized accounts in an assigned territory or segment. Responsible for prospecting and closing to achieve sales revenue goals by developing and implementing sound selling strategies that ensure revenue growth.

Responsibilities

• Prepares for and executes cold calls to influence potential commercial customers (small and/or less complex accounts) into setting appointments to present and sell Waste Management services.
• Conducts pre-sales activities to understand customer needs, including gathering marketing materials and pricing plans, identifying customer needs and interests, determining the best sales strategy, and addressing potential objections.
• Effectively uses Waste Management sales productivity software tools (e.g., Prospect and Customer Database, Proposal Program, Pricing Tools).
• Facilitates prospect follow-up meetings.
• Matches Waste Management services with customer needs by demonstrating knowledge of customers, pricing, and competition; communicates pricing and service strategies effectively.
• Proactively engages other Waste Management business opportunities and makes internal referrals as appropriate.
• Uses in-depth industry and company knowledge to make recommendations on equipment optimization and leasing options.
• Negotiates and closes sales by effectively communicating alternatives and positions to reach mutually beneficial agreements.
• Prepares and delivers complex sales proposals.
• Conducts post-sale administrative work to ensure successful product/service implementation.

Requirements

• Bachelor’s Degree (accredited), or in lieu of degree, High School Diploma or GED (accredited) and four (4) years of business-to-business sales experience.
• 1 year of business-to-business sales experience (in addition to education requirement).
• Prior experience with outside sales (preferred).

Benefits

• Competitive total compensation package including medical, dental, vision, life insurance, and short-term disability.
• Stock purchase plan and company matching on a 401(k).
• Paid vacation, holidays, and personal days.

Pay

The expected base pay range for this hybrid position is $69,000 - $85,000. The specific salary offered may be influenced by factors such as relevant experience, education, training, certifications, qualifications, and work location. This position is also eligible for incentive pay.

Physical Requirements

Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of the job.