Territory Executive

Republic Services•Seattle, WA

About The Position

The Territory Executive identifies leads, proactively prospects, and sells new, profitable business in an assigned market, typically outside a metropolitan area. The role sells the full suite of Republic Services 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 present services, follow up with key decision-makers, and sell solutions that may include total waste stream management. The position is responsible for acquiring new business and growing revenue while maintaining customer relationships and retention. It uses Salesforce to schedule and document activities, develop prospect profiles, and manage follow-up. The Territory Executive also maintains knowledge of market and competitive trends, company services and pricing, completes required agreements and paperwork, and reviews progress and customer relationships with the Sales Manager. The role may include participating in company-sponsored and community events.

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 with existing customers when appropriate to extend relationships and increase profitability.
Respond to cancellation requests according to the established escalation policy.
Communicate with customers about, or respond to customer questions concerning, company pricing initiatives.
Use Salesforce daily to schedule and document activities and develop prospect information profiles.
Prepare and deliver sales presentations and follow up with key 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 appropriate 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 customer retention and relationship activities, progress toward goals, and key customer relationships.
Build relationships and 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 when required.
Perform other job-related duties as assigned or apparent.