Outside Sales Representative

Waste Management (WM), a Fortune 250 company, is the leading provider of comprehensive waste and environmental services in North America. We are strongly committed to a foundation of operating excellence, professionalism and financial strength.

Generates revenue utilizing a consultative selling approach in the sale of Waste Management services to small and/or less complex commercial accounts in an assigned territory/segment. Responsible for prospecting and closing to achieve sales revenue goal by developing and implementing sound selling strategies that ensure revenue growth by selling to new commercial customers only.

• Establishes and maintains a high level of customer satisfaction. Communicates to and works with the Outside Sales Manager to resolve unique customer issues.
• Effectively manages prospects by developing sound marketing plans and maintaining key information in the prospect database.
• Meets or exceeds sales call activity goals for new sales.
• Matches Waste Management 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.
• Effectively uses Waste Management sales productivity software tools (i.e. Prospect and Customer Database, Proposal Program, Pricing Tools, etc.).
• Uses in depth industry and company knowledge, prepares complex proposals and makes recommendations on equipment optimization and leasing options.
• Proposes customer solutions that are compliant with appropriate local, state and federal regulations.

Education and Experience

• Education: Bachelor's Degree (accredited) or in lieu of degree, High School Diploma or GED (accredited) and 4 years of sales experience.
• Experience: 1 years of work experience (in addition to education requirement), in direct sales, cold calling, and phone based prospecting resulting in successfully obtaining customer appointments.
• This is a field-based position. This position is eligible to participate in sales compensation and recognition programs upon successful completion of sales orientation and/or training programs.

Other Knowledge, Skills or Abilities Required

General Competencies Include:

• Build Relationships
• Communicate With Impact
• Demonstrate Adaptability
• Demonstrate Integrity and Courage
• Demonstrate Professionalism
• Initiate Action
• Produce Results
• Think Strategically
• Focus On Customers
• Gain Commitment
• Influence and Negotiate
• Manage Work/Time
• Plan and Organize
• Use Ethical Practices

Work Environment

Normal setting for this job is: office setting and/or outside sales.