Senior Sales Representative

I. Job Summary

The Senior Sales Representative (SSR) utilizes a consultative sales approach in the sale of WM services to small and medium sized accounts in an assigned territory/segment. The SSR is responsible for prospecting and closing to achieve sales revenue goals by developing and implementing sound selling strategies that ensure revenue growth.

• Prepares for and executes cold calls to influence potential commercial customers (small and/or less complex accounts) into setting appointments with the purpose of presenting and selling Waste Management services.
• Conducts pre-sales activities to gain understanding of the customer’s needs and prepare for the meeting. This includes gathering appropriate marketing material and pricing plans, identifying customer needs and interests to determine the best sales strategy and identifying potential objections with plans to address during the sales meeting.
• Effectively uses Waste Management sales productivity software tools (i.e. Prospect and Customer Database, Proposal Program, Pricing Tools, etc.)
• Facilitates prospect follow up meeting(s.)
• 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.
• Uses in depth industry and company knowledge and makes recommendations on equipment optimization and leasing options.
• Negotiates and closes sales by effectively communicating alternatives and positions to reach mutually beneficial sales agreements.
• Prepares and delivers complex sales proposals.
• Conducts post-sale administrative work to ensure product/service implementation is successful.

• Required Qualifications
• Bachelor's Degree (accredited), or in lieu of degree, High School Diploma or GED (accredited) and four (4) years of business-to-business sales experience.
• 1 year of business-to-business sales experience (in addition to education requirement).
• Preferred Qualifications
• Prior experience with outside sales

Listed below are key points regarding physical demands, physical and occupational risks, and the work environment of the job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of the job.

Pay:
The expected base pay range for this hybrid position is $69,000 - $85,000. This range represents a good faith estimate for this position. The specific salary offered to a successful candidate may be influenced by a variety of factors including the candidate’s relevant experience, education, training, certifications, qualifications, and work location. In addition, this position is eligible for incentive pay.

At WM, each eligible employee receives a competitive total compensation package that includes medical, dental, vision, life insurance, and short-term disability. In addition, we offer a stock purchase plan, company matching on a 401(k), and more. Employees also receive paid vacation, holidays, and personal days. Please note that benefits may vary by site.