I. Job Summary

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.


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.



IV. Work Environment

Listed below are key points regarding environmental demands and work environment of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.

* Required to use motor coordination with finger dexterity (such as keyboarding, machine operation, etc) part of the work day;
* Required to exert physical effort in handling objects less than 30 pounds rarely;
* Required to be exposed to physical occupational risks (such as cuts, burns, exposure to toxic chemicals, etc) rarely;
* Required to be exposed to physical environment which involves dirt, odors, noise, weather extremes or similar elements rarely;
* Normal setting for this job is: office setting and/or outside sales.

Qualifications

V. 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 2-years sales experience in lieu of bachelor's degree, plus 1-year in direct sales, cold calling, and phone based prospecting resulting in successfully obtaining customer appointments. Internal requirements include 2 years of proven success in a non-exempt inside sales position.

Preferred: Bachelor's degree in Sales/Marketing, plus 2-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.

C. 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