I. Job Summary

Generates revenue utilizing a consultative selling approach in the sale of Waste Management services to moderately large and/or more complex accounts as assigned. Responsible for prospecting and closing to achieve budgeted sales goals by developing and implementing sound selling strategies that ensure revenue growth by selling to new customers only.


II. Essential Duties and Responsibilities include the following. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other minor duties may be assigned.

· 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.

III. Supervisory Responsibilities

This job has no supervisory duties.


Qualifications


IV. Qualifications



The requirements listed below are representative of the qualifications necessary to perform the job.

A. Education and Experience

Required: Bachelor's degree from an accredited college/university or 5-years sales experience in lieu of bachelor's degree, plus 3-years in direct business-to-business sales, business-to-business cold calling, and phone based business-to-business prospecting resulting in successfully obtaining customer appointments. Internal requirements include 2-years proven success in a Level 3 sales position.

Preferred: Bachelor's degree in Sales/Marketing, plus 5-years in direct business-to-business sales, business-to-business cold calling, and phone based business-to-business 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.

B. Certificates, Licenses, Registrations or Other Requirements

None required.