Territory Executive

Republic Services•Palm Bay, FL

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 with new and existing clients to deliver sales presentations, follow up with decision-makers, and sell services such as total waste stream management solutions. The role focuses on acquiring and retaining profitable commercial, industrial, and recycling customers; achieving revenue goals; maintaining customer relationships; and supporting customer retention and pricing initiatives. It uses Salesforce daily to document sales activities and prospect information, and works regularly with the Sales Manager to review retention activities, progress toward goals, and key customer relationships. The Territory Executive also represents the company at relevant events and performs other job-related duties as assigned or apparent.

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 targets.
Build long-term customer relationships and loyalty to maintain and retain existing customers.
Follow up with leads from Lead Generators within two hours and create a Salesforce follow-up task to track the next step.
Complete contractual re-signs with existing customers where appropriate to extend relationships and increase profitability.
Respond to cancellation requests according to the established escalation policy.
Communicate proactively with customers or respond to them in support of company pricing initiatives.
Use Salesforce daily to schedule and document activities and develop prospect information profiles.
Prepare and deliver sales presentations, follow up with customer decision-makers, and 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, including total waste stream management solutions, to grow profitable revenue.
Complete Customer Service Agreements, reports, and other paperwork in a timely manner and in accordance with company policy.
Meet regularly with the Sales Manager to review customer retention and relationship activities, progress against goals, and key customer relationships.
Build relationships and company visibility through company-sponsored activities, trade shows, chamber of commerce events, and other events as needed.
Represent the company at community events when required.
Perform other job-related duties as assigned or apparent.