Industrial Inside Sales Executive

Waste Management, Inc. (WM)•Windsor, CT

4d•Remote

About The Position

The Industrial Inside Sales Executive is responsible for generating revenue utilizing a consultative selling approach in the sale of WM services to manufacturing and industrial segment customers of medium complexity. The ISE works through cold calling campaigns, lead source generation and referrals. A successful ISE consistently meets or exceeds weekly and monthly sales activity goals as well as establishes and maintains a high level of customer satisfaction in all sales transactions.

Requirements

Must live and work in the US.
High School Diploma or GED (accredited).
Three (3) years of relevant work experience required.
Proficient in MS Office Suite and a CRM
Devising Sales Approaches and Solutions
Expanding and Advancing Opportunities
Communicate with Impact
Influence and Negotiating Sales
Planning and Organization
Results Driven

Responsibilities

Searches for potential manufacturing and industrial segment customers to develop new business for WM.
Conducts research on prospects to improve chances of providing value to their business.
Conducts pre-sales activities to gain understanding of the customer’s needs and prepare for the sales call with customers of medium complexity. 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 call.
Negotiates and closes sales by effectively communicating WM’s value proposition and unique differentiation to reach mutually beneficial sales agreements.
Understands and adheres to established and approved WM sales processes.
Presents WM products and services using a consultative approach that clearly shows how the solutions would meet needs and provide benefits; leverages supporting evidence and clearly connects WM solutions to customers’ business needs.
Adjusts sales technique depending on the nature of the prospect or customer.
Presents compelling arguments to support recommended sales solutions.
Overcomes objections during sales negotiations by emphasizing the value of WM offerings that benefit the customer.
Facilitates agreement to a sales solution that will meet the major needs of both parties.
Finalizes sales agreements with specific actions outlined and commitments for next steps.
Conducts post-sale administrative work to ensure product/service implementation is successful.