Inside Sales Representative

Waste Management, Inc. (WM)•Bannockburn, IL

16d•$21 - $24•Hybrid

About The Position

Under supervision, the Inside Sales Representative acquires new customers, upgrades or converts current customer accounts from transactional waste only service to value added service offerings. Obtains incremental revenue through sales calls, lead campaigns and prospecting. Sells value-added services such as online OSHA portal and training to assist with compliance issues as well as medical waste collection to high value LQG Affiliated customers.

Requirements

Must live and work in the US.
Knowledge of Microsoft Office products such as Word, Excel and Outlook are required

Nice To Haves

Education consists of a bachelor’s degree in Sales/Marketing, or the equivalent in related work experience
2+ years’ experience in Sales/Marketing related work experience
Must have experience with customer relations, support and exhibit leadership abilities
Ability to learn company billing/customer database software, features of all company products and services, at varying levels of account options
Knowledge of Customer Relationship Management (CRM) tool is preferred
Knowledge of OSHA Regulations or Healthcare industry knowledge is preferred

Responsibilities

Receives inbound calls and makes outbound sales calls to perspective and existing customers to sell Stericycle’s services and/or products
Acquires new customers and converts existing customers through prospecting in assigned territory, outbound marketing / lead campaigns and referrals
Effectively utilizes consultative selling strategies to attain a minimum 100% of assigned revenue and quota goals
Builds a pipeline of potential future business by prospecting via marketing / lead campaigns, territory lists, the Internet and other sources identified
Based upon the Rules of Engagement policy, all prospects/calls must be researched, verified via the Customer Relationship Management (CRM) tool
The sales representative will determine if another sales rep is currently engaged or has initiated contact with the account, if the prospect is in their assigned territory, and/or which department is best suited to handle the prospect
All special circumstances including cross territory opportunities must be properly documented and either transferred or shared according to the Rules of Engagement policy
Effectively uses internet and other resources to better understand client’s industry and business needs
Effectively meet or exceed assigned performance metrics and key expectations within assigned parameters including number of outbound calls, close rates, average order size and task management activities (i.e. sales cycle, pipeline and case management)
Track details and results for all leads, opportunities, issues and losses
Forecast month and quarter sales within 5% of actual results
Target upgrade and cross-sell opportunities of additional Stericycle products/services
Effectively use technology-based Customer Relationship Management tool for lead follow up, sales cycle disposition, pipeline management, forecasting and lost opportunity tracking
Keeps comprehensive and accurate notes in the system
Effectively qualifies clients through consultative selling strategies
Assist/Support any other specific assigned projects and/or job-related duties as required or requested
Perform other duties and responsibilities, as assigned