Construction Roll-off Sales Representative

Gold Medal Environmental - Apple Valley Waste Inc•Manassas Park, VA

21d•$50,000 - $70,000•Onsite

About The Position

Patriot Disposal is seeking a driven, competitive, relationship-focused Construction Roll-Off Sales Representative to develop new business and grow our construction and demolition roll-off customer base. This is an outside sales position built around prospecting, jobsite activity, relationship development and profitable growth. The successful candidate will spend significant time in the field identifying active and upcoming construction projects, developing relationships with contractors and decision-makers, and converting those opportunities into long-term customers. This role requires someone who is comfortable creating opportunities rather than waiting for leads. The ideal candidate is organized, persistent, curious and competitive, with the ability to balance aggressive new-business development with pricing discipline and excellent customer service.

Requirements

2+ years of outside B2B sales experience preferred.
Construction, waste/recycling, equipment rental, building materials, environmental services, logistics, industrial services or similar field-sales experience is highly desirable.
Experience selling directly to contractors, project managers, superintendents or construction companies is strongly preferred.
Previous roll-off or waste industry experience is beneficial but not required for the right salesperson.
Demonstrated history of developing business through cold prospecting rather than relying exclusively on inbound leads.
Experience managing a geographic sales territory and developing a structured territory plan.
Experience using a CRM to manage opportunities, activities and follow-up.
Prospect aggressively.
Comfortably make cold calls, walk onto jobsites, introduce themselves to contractors and create conversations with people they have never met.
Recognize opportunity.
See a construction site, permit, demolition project, development announcement or contractor vehicle and immediately think: Who has this project? Who handles their dumpsters? When does the opportunity become available?
Build relationships.
Develop credibility with superintendents, project managers, estimators and owners and become someone customers want to call when another project begins.
Ask great questions.
Understand the customer's project, schedule, waste stream, service expectations and current pain points before presenting a solution.
Sell value.
Communicate the importance of dependable delivery, timely swaps, responsive communication, accurate billing and operational reliability instead of immediately discounting price.
Understand profitability.
Recognize that revenue alone does not equal a good sale. Consider haul time, disposal expense, material type, container turns, transportation and overall account profitability.
Manage a pipeline.
Maintain disciplined follow-up across opportunities that may close tomorrow, next month or six months from now.
Own the territory.
Develop detailed knowledge of construction activity, major contractors, competitors, disposal options and future development within the assigned market.

Responsibilities

Develop new roll-off business within the assigned sales territory. “Density based focus”
Consistently prospect for new construction, demolition, renovation and redevelopment opportunities.
Conduct regular jobsite visits and identify projects that are active, mobilizing or preparing to bid.
Build relationships with general contractors, site contractors, demolition contractors, roofers, restoration companies, developers, property owners and other construction-related decision-makers.
Identify and develop relationships with project managers, superintendents, estimators, purchasing teams and company ownership.
Maintain a healthy pipeline of short-, medium- and long-term opportunities.
Understand project schedules and anticipate when containers will be required. Utilize Dodge platform to identify
Follow projects from initial identification through bidding, award, mobilization and completion.
Prepare accurate proposals and pricing based on container size, haul requirements, disposal costs, material type, project location and service requirements.
Negotiate pricing while maintaining company profitability and margin expectations.
Understand local disposal facilities, material restrictions, transportation considerations and market conditions.
Work closely with operations, dispatch, customer service and management to ensure commitments made during the sales process can be executed successfully.
Monitor existing construction accounts for additional projects, locations and opportunities.
Develop multiple relationships within key contractor accounts rather than relying on a single contact. Need to combine with developing relationships
Maintain accurate CRM records including prospects, contacts, activities, opportunities, pricing, follow-up dates and project status.
Participate in regular pipeline, forecasting and sales strategy reviews.
Develop a strong understanding of competitors, pricing trends and construction activity throughout the assigned territory.
Protect existing relationships while continuously creating new opportunities.