Territory Executive

Republic Services•Flowood, MS

About The Position

The Territory Executive identifies leads, proactively prospects, and sells new and profitable business within 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 deliver sales presentations, follow up with key decision-makers, and sell services, including total waste stream management solutions where appropriate. The role is responsible for acquiring and retaining commercial, industrial, and recycling customers; meeting revenue goals; maintaining customer relationships; and supporting customer pricing initiatives. It uses Salesforce to manage and document sales activities and prospect information, and completes customer agreements and related paperwork in accordance with company policy. The Territory Executive also stays informed about market and competitive trends, meets regularly with the Sales Manager to review progress and customer relationships, and represents the company at relevant events. Other job-related duties may be assigned.

Requirements

At least five years of relevant sales experience.
At least two 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 targets.
Build effective long-term customer relationships and retain existing customers.
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 with existing customers where appropriate to extend relationships and increase profitability.
Respond to cancellation requests in accordance with the established escalation policy.
Communicate with customers about, or respond to inquiries regarding, company pricing initiatives.
Use Salesforce daily to schedule and document activities and maintain detailed profiles of prospective customers.
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 to anticipate changing customer needs.
Maintain knowledge of company services, lines of business, and pricing; offer additional services and 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, trade shows, chamber of commerce events, and other events as needed.
Represent the company at community events where required.
Perform other job-related duties as assigned or apparent.