Waste Pro Sales Representative

Job Description

Waste Pro Sales Representative

Summary Of Position

The Waste Pro Sales Representative is a key driver for the short and long-term growth of Waste Pro (WP) revenues. This role focuses on a defined Division area (territory) and achieves growth through a multi-faceted approach including targeted prospecting, strategic business development, effective communication, strong relationship building, and sound consultative selling practices.

The Sales Representative will develop and maintain partnerships and interact with a diverse range of stakeholders including customers, commercial clients, franchisers, business leaders, governmental officials, and key strategic partners. The primary goal is to acquire new contracts and/or extend existing contracts for the collection, processing, transportation, and disposal of solid waste and recyclables.

Utilizing consultative and strategic selling skills, the Sales Representative will gain a deep understanding of economic and buying influences. They will collaborate closely with their Sales Manager and other internal business partners (e.g., Division Managers) to align with client expectations and successfully close deals. Furthermore, this position actively supports prospecting efforts for potential clients within the defined area, including significant municipal opportunities.

Essential Job Functions

• Sales Volume & Profitability: Develops maximum potential sales volume and profitability within the assigned territory.
• Strategic Planning: Participates in partnership with Regional and Corporate Sales Managers in developing short and long-term strategic Market and Sales Planning.
• Sales Activity Goals: Meets or exceeds sales call activity goals for new sales initiatives.
• Customer Needs Matching: Clearly matches Waste Pro services and the required sales support to meet and exceed customer needs.
• Customer Base Development: Develops a strong customer base within the regional geographical area by calling on prospective customers via phone or in-person visits.
• Customer Satisfaction: Ensures customer satisfaction through direct communication and proactive solicitation of feedback.
• Contract Acquisition & Retention: Drives the acquisition, retention, and renewal of contracts by developing and maintaining critical relationships with customers, appointed staff, and other influential decision-makers.
• Competitive Analysis & Proposals: Possesses in-depth knowledge of the competition and leverages industry/company expertise to prepare winning proposals.
• Bid & RFP Management: Accountable, in partnership with corporate sales, marketing, and regional management, for developing bid and RFP submittal packages, ensuring that proposals meet all specification requirements, required pro-forma, pricing, and professional quality in appearance/content.
• Internal & External Interface: Interfaces with WP executives, managers, associates, and customers to target opportunities and aggressively pursue leads.
• Contract Negotiation & Closing: Actively or indirectly partners with Region Sales Manager(s) in closing contracts through aggressive negotiation, competitive pricing, and proactive adherence to defined sales strategy.
• Billing & Contract Audits: In partnership with finance and regional management, periodically initiates billing and contract audits to ensure best pricing and proper invoicing.
• Complaint Resolution: Stays directly involved in complaint resolution and resolves issues as needed in support of the customer and in compliance with local, state, and federal regulations.
• Community Engagement: Actively participates 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, etc.).
• Management Reporting: Keeps management apprised of individual and sales activities which may impact the Division, Region, and Company.
• Sales Activity Monitoring & Reporting: Uses available technology to monitor, track, and report sales activity. Accurately forecasts monthly, quarterly, and annual revenue sales opportunities.
• Marketing & PR Collaboration: Partners with Corporate Sales, Marketing, and Regional Specialists surrounding possibilities for press coverage, need for collateral literature, advertising, and sponsorship recommendations.
• Market Research: Researches and stays current regarding competitor services and pricing.
• Sales Activity Tracking: Uses a standard format or sales automation tool for maintaining status of sales activities.

Other Job Responsibilities

• Training & Development: Employees in this job classification must attend and participate in corporation sponsored training courses as assigned.
• Technology Proficiency: Employees in this job classification are responsible for keeping up to date on current technology, as job appropriate, being used by Waste Pro.
• Additional Duties: Any additional job duties that may be assigned by the Supervisor.

Special Considerations/Physical Work Requirements

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.

• Motor Coordination: Required to use motor coordination with finger dexterity (such as keyboarding, machine operation, driving, etc.) most of the work day.
• Driving: Properly licensed with ability to drive a motor vehicle extensively within a defined sales area/territory.

Work Environment

• Normal setting for this job is: Office Setting/Outside Sales.

Reporting Relationships

Reports To: Sales Manager