Territory Executive

IED WASTE SERVICES OF NORTH AMERICA, LLC•Rancho Cordova, CA

6h•Onsite

About The Position

The Territory Executive is responsible for identifying leads, proactively prospecting, and selling new and profitable business within an assigned market, typically outside of a metropolitan area. This role requires selling 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 in their assigned market area to deliver sales presentations, follow up with key decision makers, and sell all services, including total waste stream management solutions, as appropriate. Republic Services, Inc. is a leader in the environmental services industry, providing recycling, waste, special waste, hazardous waste, and field services. The company is committed to advancing circularity and supporting decarbonization to create a more sustainable world. In 2023, Republic's total company revenue was $14.9 billion, with adjusted EBITDA of $4.4 billion. They serve 13 million customers and operate over 1,000 locations across North America. The company emphasizes local operational management combined with standardized business practices to drive efficiencies. Republic Services aims to exceed customer expectations and help them achieve sustainability goals, guided by values such as safety, commitment to service, environmental responsibility, being driven, and being human-centered. The company boasts high employee engagement and positively impacted 4.6 million people in 2023 through its Charitable Foundation and local community grants focused on building sustainable neighborhoods.

Requirements

Minimum 5 years relevant sales experience.
Minimum of 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

Identifies viable leads, manages prospects and acquires new, profitable commercial, industrial and recycling business to meet and exceed monthly established targeted revenue goals for new and existing customers.
Effectively maintains and retains existing customers by building effective long-term relationships and customer loyalty.
Follows up on the leads received by the Lead Generators within 2 hours and always creates a follow up task in Salesforce to determine the next step.
Performs contractual re-signs on existing customers to extend customer relationship and increase customer profitability where appropriate.
Responds to all cancellation requests in alignment with the established escalation policy.
Proactively communicates with or responds to customers in support of Company pricing initiatives.
Utilizes Salesforce on a daily basis, schedules and documents all activities, and develops robust information profiles on prospective customers to facilitate acquisition of new customers.
Prepares and delivers sales presentations to new and existing clients; follows up with key customer decision makers to close sales.
Completes consistently scheduled phone blocks and cold call prospecting activities to establish initial and follow-up appointments with decision-makers.
Responsible for capturing customer emails and minimizing rate restrictions and customer credits.
Develops and maintains an awareness of market behavior and competitive trends in designated markets to anticipate changing customer needs.
Maintains a thorough knowledge of the Company’s available services, lines of business and pricing structures; offers additional services to existing and potential commercial, industrial and recycling clients, including total waste stream management solutions, as appropriate, to grow targeted profitable revenue and contribute to Company goals and objectives.
Completes required Customer Service Agreements, reports and other paperwork in a timely manner and in accordance with Company policy.
Regularly meets with Sales Manager to review weekly customer retention and relationship activities, progress versus goals and status of key customer relationships.
Builds relationships and increases Company visibility through participation in Company-sponsored activities as required; attends trade shows, chamber of commerce events and other events, as necessary. Acts as a Company representative at community events, where required.
Performs other job-related duties as assigned or apparent.