Territory Executive

Republic Services•Bloomfield, NM

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. The Territory Executive meets regularly with new and existing clients to deliver sales presentations, follow up with decision-makers, and sell services, including total waste stream management solutions where appropriate. The position focuses on acquiring profitable commercial, industrial, and recycling customers while retaining and developing existing customer relationships. It requires daily Salesforce use, regular prospecting and sales presentations, awareness of market and competitive trends, and timely completion of customer agreements and other paperwork. The Territory Executive also participates in company-sponsored and community events as required and meets regularly with the Sales Manager to review progress and customer relationships.

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 new profitable commercial, industrial, and recycling business to meet or exceed monthly revenue targets.
Build long-term customer relationships and loyalty to maintain 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.
Perform 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 Company pricing initiatives or respond to customer inquiries about them.
Use Salesforce daily to schedule and document activities and develop profiles of prospective customers.
Prepare and deliver sales presentations and follow up with customer 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 structures; 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 Company visibility through required Company-sponsored activities, trade shows, chamber of commerce events, and other events as necessary.
Represent the Company at community events when required.
Perform other job-related duties as assigned or apparent.