Territory Executive

Republic Services•Owensboro, KY

About The Position

The Territory Executive identifies leads, proactively prospects, and sells new and profitable business in an assigned market, typically outside a metropolitan area. The role sells Republic Services’ full suite of products, including small and large containers for municipal solid waste and recycling, as well as electronic and universal recycling services. The Territory Executive regularly meets with new and existing clients to give sales presentations, follow up with decision-makers, and sell available services, including total waste stream management solutions where appropriate. The position is responsible for acquiring and retaining commercial, industrial, and recycling customers while meeting revenue goals. It uses Salesforce to manage leads, schedule and document sales activity, and maintain prospect information. The Territory Executive also monitors market and competitive trends, maintains knowledge of services and pricing, completes required agreements and paperwork, and works with the Sales Manager to review customer relationships and progress against goals. The role may include attending trade shows and community events as a company representative. Republic Services describes itself as an environmental services company providing recycling, waste, special waste, hazardous waste, and field services. Its stated commitments include advancing circularity and supporting decarbonization.

Requirements

At least 5 years of relevant sales experience.
At least 2 years of direct selling experience in a customer-facing role that includes identifying and addressing customer needs.
Waste or service industry experience.
Valid driver’s license.

Responsibilities

Identify viable leads, manage prospects, and acquire profitable commercial, industrial, and recycling business to meet or exceed monthly revenue goals.
Retain existing customers by building long-term relationships and customer loyalty.
Follow up on leads from Lead Generators within two hours and create a Salesforce follow-up task to determine the next step.
Complete contractual re-signs for existing customers when appropriate to extend relationships and increase profitability.
Respond to cancellation requests in accordance with the established escalation policy.
Communicate with customers about Company pricing initiatives or respond to customer inquiries about them.
Use Salesforce daily to schedule and document activities and develop prospect profiles.
Prepare and deliver sales presentations to new and existing clients, and follow up with decision-makers to close sales.
Complete scheduled phone blocks and cold-call prospecting to establish initial and follow-up appointments with decision-makers.
Capture customer email addresses and minimize rate restrictions and customer credits.
Monitor market behavior and competitive trends in assigned markets to anticipate changing customer needs.
Maintain knowledge of Company services, lines of business, and pricing structures; offer additional services, including total waste stream management solutions, to grow profitable revenue.
Complete Customer Service Agreements, reports, and other paperwork promptly and in accordance with Company policy.
Meet regularly with the Sales Manager to review retention and relationship activities, progress against goals, and key customer relationships.
Build relationships and increase Company visibility by participating in Company-sponsored activities and attending trade shows, chamber of commerce events, and other events as necessary.
Represent the Company at community events where required.
Perform other job-related duties as assigned or apparent.