Territory Sales Executives

Responsibilities and Duties

• The Territory Sales Executives (TSE) utilizes a consultative sales approach in the sale of Construction and Solid Waste services to small and/or less complex commercial accounts in an assigned territory/segment.
• The OSR is responsible for prospecting and closing to achieve sales revenue goals by developing and implementing sound selling strategies that ensure revenue growth.
• Prepares for and executes cold calls to influence potential commercial customers (small and/or less complex accounts) into setting appointments with the purpose of presenting and selling.
• Conducts pre-sales activities to gain understanding of the customer’s needs and prepare for the meeting. This includes gathering appropriate marketing material and pricing plans, identifying customer needs and interests to determine the best sales strategy, and identifying potential objections with plans to address during the sales meeting.
• Effectively uses sales productivity software tools (i.e. Prospect and Customer Database, Proposal Program, Pricing Tools, etc.).
• Facilitates prospect follow up meeting(s).
• Matches services with customer needs by demonstrating knowledge of customers, pricing and competition; effectively communicates pricing and service strategies; proactively engages other Waste Management business opportunities, referring internally as appropriate.
• Uses in-depth industry and company knowledge and makes recommendations on equipment optimization and leasing options.
• Negotiates and closes sales by effectively communicating alternatives and positions to reach mutually beneficial sales agreements.
• Prepares and delivers complex sales proposals.
• Counsels clients on waste reduction and recycling solutions.
• Conducts post-sale administrative work to ensure product/service implementation is successful.

Travel Requirement

100%

Qualifications

• A high school diploma or equivalent.
• At least 3 years of sales experience required.