Sale Representative

Summary of Position

The Waste Pro Sales Representative provides short- and long-term growth of WP revenues through targeted prospecting, business development, communication, relationship building, and consultative selling within a defined Division area (territory). Through developed partnerships and interactions with commercial clients, franchisers, business leaders, governmental officials, and key strategic partners, new contracts are acquired and/or existing contracts are extended for the collection, processing, transportation, and disposal of solid waste and recyclables.

The Sales Representative uses consultative/strategic selling skills to understand economic and buying influences and works with the Sales Manager and other internal business partners to meet client expectations and close deals. Additionally, this position supports prospecting efforts for potential clients in a defined area, including municipal opportunities.

• Develop maximum potential sales volume and profitability within the defined territory.
• Participate in partnership with Regional and Corporate Sales Managers in developing short- and long-term strategic market and sales planning.
• Meet or exceed sales call activity goals for new sales.
• Clearly match Waste Pro services and the sales support required to meet and exceed customer needs.
• Develop a strong customer base within the regional geographical area by calling on prospective customers by phone or in person visits.
• Ensure customer satisfaction through direct communication and solicitation of feedback.
• Drive acquisition, retention, and renewal of contracts by developing and maintaining critical relationships with customers, appointed staff, and others influencing decision makers.
• Know the competition and use industry/company knowledge to prepare winning proposals.
• Accountable, in partnership with corporate sales, marketing, and regional management, for developing bid and RFP submittal packages and ensuring proposals meet all specification requirements, required pro‑forma, pricing, and professional quality in appearance/content.
• Interface with WP executives, managers, associates, and customers in targeting opportunities and aggressively pursuing leads.
• Actively or indirectly partner with Region Sales Manager(s) in closing contracts through aggressive negotiation, competitive pricing, and proactive adherence to the defined sales strategy.
• In partnership with finance and regional management, periodically initiate billing and contract audits to ensure best pricing and proper invoicing.
• Stay directly involved in complaint resolution and resolve issues as needed in support of the customer and in compliance with local, state, and federal regulations.
• Actively participate in community events and activities where applicable to promote WP’s distinguishable difference (e.g., Chambers of Commerce, Local League of Cities, Keep America Beautiful affiliates, SWANA, community cleanup events, civic associations, local charitable organizations).
• Keep management apprised of individual and sales activities that may impact the Division, Region, and Company.
• Use available technology to monitor, track, and report sales activity. Accurately forecast monthly, quarterly, and annual revenue sales opportunities.
• Partner with Corporate Sales, Marketing, and Regional Specialists regarding possibilities for press coverage, collateral literature, advertising, and sponsorship recommendations.
• Research and stay current regarding competitor services and pricing.
• Use a standard format or sales automation tool for maintaining the status of sales activities.

• Employees in this job classification must attend and participate in corporation-sponsored training courses as assigned.
• Employees in this job classification are responsible for keeping up to date on current technology being used by Waste Pro.
• Any additional job duties that may be assigned by the Supervisor.

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, driving, etc.) for most of the workday.
• Must be properly licensed with the ability to drive a motor vehicle extensively within a defined sales area/territory.

• Normal setting for this job is office setting/outside sales.

Reports To:

Sales Manager