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.

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 regulation

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

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.

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

Benefits

At Waste Management, each eligible employee receives a competitive total compensation package including Medical, Dental, Vision, Life Insurance and Short Term Disability.  As well as a Stock Purchase Plan, Company match on 401K, and more!  Our employees also receive Paid Vacation, Holidays, and Personal Days.  Please note that benefits may vary by site.