Territory Executive

Republic Services•Seattle, WA

2d•$80,168 - $102,400

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 regularly meets with new and existing clients in the assigned market to deliver sales presentations, follow up with key decision-makers, and sell services including total waste stream management solutions as appropriate. The position is responsible for acquiring profitable business, retaining and growing existing customer relationships, and meeting revenue goals. It uses Salesforce to manage and document sales activity, supports Company pricing initiatives, monitors market and competitor activity, and represents the Company at relevant industry and community events. The role also completes customer agreements and other required paperwork in accordance with Company policy. The listed pay range is $80,168.40 to $102,400.00, depending on locality. The position is eligible for a sales commission plan with a target of 40% annually. Eligible employees may elect to participate in the benefits programs described in the posting.

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 goals for new and existing customers.
Retain existing customers by building long-term relationships and customer loyalty.
Follow up on leads received from Lead Generators within two hours and create a follow-up task in Salesforce to determine the next step.
Complete contractual re-signs for existing customers to extend relationships and increase customer profitability where appropriate.
Respond to cancellation requests in accordance with the established escalation policy.
Proactively communicate with customers or respond to them in support of Company pricing initiatives.
Use Salesforce daily to schedule and document activities and develop customer profiles to support new-customer acquisition.
Prepare and deliver sales presentations to new and existing clients, and follow up with key decision-makers to close sales.
Complete scheduled phone blocks and cold-calling activities 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 designated 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 and support Company goals.
Complete Customer Service Agreements, reports, and other paperwork promptly and in accordance with Company policy.
Meet regularly with the Sales Manager to review customer retention and relationship activities, progress toward goals, and key customer relationships.
Build relationships and Company visibility through required Company-sponsored activities; attend trade shows, chamber of commerce events, and other events as necessary, and represent the Company at community events when required.
Perform other job-related duties as assigned or apparent.