Senior Sales Representative (Remote in Franklin/Milwaukee, WI)

Waste Management, Inc. (WM)•Franklin, WI

62d•Remote

About The Position

The Senior Sales Representative (SSR) utilizes a consultative sales approach in the sale of WM services to small and medium sized accounts in an assigned territory/segment. The SSR is responsible for prospecting and closing to achieve sales revenue goals by developing and implementing sound selling strategies that ensure revenue growth. This position is remote however the employee will be required to reside in the greater Franklin/Milwaukee, WI area based on business need. This position will require customer site visits the majority of the week.

Requirements

Must live and work in the U.S.
Bachelor's Degree (accredited), or in lieu of degree, High School Diploma or GED (accredited) and four (4) years of business-to-business sales experience.
One (1) year of business-to-business sales experience (in addition to education requirement).

Nice To Haves

Prior experience cold calling and outside sales

Responsibilities

Prepares for and executes cold calls to influence potential commercial customers (small and/or less complex accounts) into setting appointments with the purpose of presenting and selling Waste Management services.
Conducts pre-sales activities to gain understanding of the customer’s needs and prepare for the meeting. 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 meeting.
Effectively uses WM sales productivity software tools (i.e. Prospect and Customer Database, Proposal Program, Pricing Tools, etc.)
Facilitates prospect follow up meeting(s).
Matches WM services with customer needs by demonstrating knowledge of customers, pricing and competition; effectively communicates pricing and service strategies; proactively engages other Waste Management business opportunities, referring internally as appropriate.
Uses in depth industry and company knowledge and makes recommendations on equipment optimization and leasing options.
Negotiates and closes sales by effectively communicating alternatives and positions to reach mutually beneficial sales agreements.
Prepares and delivers complex sales proposals.
Conducts post-sale administrative work to ensure product/service implementation is successful.