Senior Sales Representative

Waste Management, Inc. (WM)•Burnsville, MN

9d•$63,000 - $73,000•Hybrid

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.

Requirements

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 year of business-to-business cold calling and prospecting sales experience (in addition to education requirement).

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 Waste Management sales productivity software tools (i.e. Prospect and Customer Database, Proposal Program, Pricing Tools, etc.)
Facilitates prospect follow up meeting(s.)
Matches Waste Management 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.