Inside Sales Executive - Proactive (Remote in Phoenix, AZ)

Waste Management, Inc. (WM)•Phoenix, AZ

2d•Remote

About The Position

The Inside Sales Executive (ISE) generates revenue by selling WM services to small and medium business customers with medium-complexity needs, using a consultative sales approach. The role involves cold-calling campaigns, generating leads and referrals, acting on warm leads, and primarily developing the ISE’s own sales leads and prospects. The ISE is expected to meet or exceed weekly and monthly sales activity goals and maintain a high level of customer satisfaction throughout sales transactions. This is a remote position, but the employee must live within 50 miles of the Phoenix business unit and must live and work in the United States. The normal work setting includes working from home, customer industrial facilities, corporate offices, airports, and hotels. The position has no supervisory duties. The expected pay across the U.S. is $23 plus commission; the specific offer may depend on experience, education, training, certifications, qualifications, and work location. Eligible employees receive a competitive total compensation package that includes medical, dental, vision, life insurance, short-term disability, a stock purchase plan, company match on pension, paid vacation, holidays, and personal days. Benefits may vary by site. The position may require air travel for business or access to federal property; successful candidates must have or be willing to obtain a REAL ID or TSA-approved alternative.

Requirements

Must live and work in the United States.
Must live within 50 miles of the Phoenix business unit.
High school diploma or GED (accredited).
At least 1 year of relevant work experience.
Proficiency in MS Office Suite and a CRM.
Skills in devising sales approaches and solutions; expanding and advancing opportunities; communicating with impact; influencing and negotiating sales; planning and organization; and being results-driven.
Must have or be willing to obtain a REAL ID or TSA-approved alternative if business travel by air or access to federal property is required.

Responsibilities

Search for potential small and medium business customers to develop new business for WM.
Research prospects to improve the chances of providing value to their businesses.
Conduct pre-sales activities for medium-complexity customers, including gathering marketing materials and pricing plans, identifying customer needs and interests, selecting a sales strategy, and anticipating objections with plans to address them.
Negotiate and close sales by communicating WM’s value proposition and differentiation to reach mutually beneficial agreements.
Understand and adhere to established and approved WM sales processes.
Present WM products and services using a consultative approach, showing how solutions meet customer needs and provide benefits, and connecting solutions to customers’ business needs with supporting evidence.
Adjust sales techniques to the prospect or customer.
Present compelling arguments for recommended sales solutions.
Overcome objections during sales negotiations by emphasizing the customer benefits of WM offerings.
Facilitate agreement on a sales solution that meets the major needs of both parties.
Finalize sales agreements with specific actions and commitments for next steps.
Complete post-sale administrative work to support successful product or service implementation.
Meet or exceed weekly and monthly sales activity goals and maintain customer satisfaction.