Job Summary

This position is responsible for generating revenue utilizing a consultative selling approach in the sale of Waste Management services to small/medium business segment customers in an assigned territory/segment. This is accomplished through proactive outbound phone calls to prospect and close accounts while up-selling and cross-selling new products and/or services to achieve sales goals and increase value of customers. 

Essential Duties and Responsibilities

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other minor duties may be assigned. 

• Identify and establish contact with potential customers proactively through outbound phone calls
• Match Waste Management services with customer needs by demonstrating knowledge of customers, pricing and competition; effectively communicating pricing and service strategies; proactively engaging other Waste Management business opportunities, referring internally as appropriate
• Develop sales strategies to drive growth in assigned area
• Negotiate the agreement terms and close sales
• Propose customer solutions that are compliant with appropriate local, state and federal regulations
• Effectively manage prospects by maintaining contact with new and existing customers to advertise the product sales and maintaining key information in the prospect database
• Ensure effective internal communication between inside and outside sales and across the company
• Assist to identify the opportunities for upcoming products, and for development and enhancement of existing products
• Monitor and report the potential collaborators and competitor activities and identify business opportunities
• Meet or exceed monthly/annual sales targets
• Effectively use Waste Management sales productivity software tools (i.e. Prospect and Customer Database, Proposal Program, Pricing Tools, etc.)

Supervisory Responsibilities

This job has no supervisory duties.

Other Knowledge, Skills or Abilities Required

• Problem solving and decision making skills.
• Exceptional and professional phone etiquette
• Excellent oral and written communication skills.
• Extremely positive attitude towards our customers and who can influence other’s attitudes towards customers.
• Self-starter who possesses the ability to prioritize tasks and work independently
• Able to build strong internal working relationships
• Highly proficient with computer and software applications including MS Word, Excel, and Outlook
• Able to work in fast-paced, self-directed environment.

General Competencies Include:

• Devising Sales approaches and Solutions
• Build Relationships
• Communicate With Impact
• Demonstrate Adaptability
• Demonstrate Integrity and Courage
• Demonstrate Professionalism
• Initiate Action
• Produce Results
• Think Strategically
• Gain Commitment
• Influence and Negotiate
• Manage Work/Time
• Plan and Organize
• Use Ethical Practices
• Problem solving skills

 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.

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.