Special Waste Executive

Republic Services•Brook, IN

About The Position

POSITION SUMMARY: Within a designated market, a Special Waste Sales Representative is responsible for identifying leads, proactively prospecting and selling special waste services to customers and/or designated agents. The Special Waste Sales Representative may sell event disposal and hauling services when a clear opportunity is present. The Special Waste Sales Representative is also responsible for building, maintaining and growing long-term relationships with these clients to grow the revenue base and meet and exceed the monthly targeted revenue growth objectives in support of the Company’s overall goals and objectives. The Special Waste Sales Representative meets regularly with contractors, prospective and existing clients in his or her assigned market area to deliver sales presentations, follow up with key decision makers and sell all special waste and other services, as appropriate. PRINCIPAL RESPONSIBILITIES: Identifies viable leads, manages prospects and sells special waste services offered by the division(s) to meet and exceed monthly established targeted revenue goals. Develops and implements sales and marketing action plans, including key objectives, in support of the sales and overall special waste goals of assigned landfill divisions. Generates and provides sales leads for permanent sales opportunities to the appropriate sales representative in the market to capture additional revenue. Completes contractual re-signs with existing customers to extend customer relationship and increase customer profitability where appropriate. Proactively communicates with, or responds to, customers in conjunction with Company pricing initiatives. Develops and maintains an awareness of market behavior and competitive trends in designated market to anticipate changing customer needs; proactively manages customer base. Prepares and delivers sales presentations to grow existing client base; follows up with key decision makers; prepares sales contracts, including price quotes, credit terms and services. Maintains a thorough knowledge of the Company’s available services, lines of business, pricing structures and upsells additional services , as appropriate, to grow targeted revenue and contribute to Company goals and objectives. Meets regularly with Director, Manufacturing & Environmental Services, as appropriate to review sales activities and prospective customer calling activities. Tracks all prospective customer information on required reporting format. Maintains current knowledge of all federal, state and local environmental laws and regulations regarding special waste disposal and landfills; participate in company-sponsored training courses, meetings and discussions regarding the classifications and characterization of special waste. Participates in company-sponsored events and activities, as required, which may include trade shows and chamber of commerce events. Completes all required Customer Service Agreement (“CSA”), Customer Relationship Management (“CRM”) and other reports in a complete, accurate and timely manner. May be responsible for collection activities, as required. Responds to service cancellation calls, if necessary, and ensure compliance with appropriate escalation policy. Performs other job-related duties, as required.

Requirements

Special Waste, State and regulatory knowledge.
Professional presentation; is confident, assertive and displays a high level of self-esteem.
Good time management skills to ensure assigned responsibilities are completed in an efficient manner.
Good communication skills; is able to effectively communicate to all levels of management, both internally and externally.
Strong active listening skills; gives full attention to what other people are saying, taking time to understand the points being made, asking questions when appropriate, and letting others fully state their ideas.
Grasps concepts quickly and has good follow through skills; adheres to work schedule and follows through on challenges as they arise; maintains a positive outlook.
Excellent written and verbal presentation skills.
Excellent self-motivation skills; maintains a feeling of pride in work; has a strong work ethic and strives to achieve all goals; is competitive and has a strong drive to win; takes appropriate risks.
Is trustworthy and maintains the highest level of confidentiality at all times.
Is high energy, friendly and engaging; has excellent persuasion skills; can persuade others to change their minds or behavior.
Has a service orientation; is actively looking for ways to help people.
Minimum of 4 years of prior sales experience, selling to large customers.
High School diploma or G.E.D.
Valid driver’s license.

Responsibilities

Identifies viable leads, manages prospects and sells special waste services offered by the division(s) to meet and exceed monthly established targeted revenue goals.
Develops and implements sales and marketing action plans, including key objectives, in support of the sales and overall special waste goals of assigned landfill divisions.
Generates and provides sales leads for permanent sales opportunities to the appropriate sales representative in the market to capture additional revenue.
Completes contractual re-signs with existing customers to extend customer relationship and increase customer profitability where appropriate.
Proactively communicates with, or responds to, customers in conjunction with Company pricing initiatives.
Develops and maintains an awareness of market behavior and competitive trends in designated market to anticipate changing customer needs; proactively manages customer base.
Prepares and delivers sales presentations to grow existing client base; follows up with key decision makers; prepares sales contracts, including price quotes, credit terms and services.
Maintains a thorough knowledge of the Company’s available services, lines of business, pricing structures and upsells additional services , as appropriate, to grow targeted revenue and contribute to Company goals and objectives.
Meets regularly with Director, Manufacturing & Environmental Services, as appropriate to review sales activities and prospective customer calling activities.
Tracks all prospective customer information on required reporting format.
Maintains current knowledge of all federal, state and local environmental laws and regulations regarding special waste disposal and landfills; participate in company-sponsored training courses, meetings and discussions regarding the classifications and characterization of special waste.
Participates in company-sponsored events and activities, as required, which may include trade shows and chamber of commerce events.
Completes all required Customer Service Agreement (“CSA”), Customer Relationship Management (“CRM”) and other reports in a complete, accurate and timely manner.
May be responsible for collection activities, as required.
Responds to service cancellation calls, if necessary, and ensure compliance with appropriate escalation policy.
Performs other job-related duties, as required.