Territory Sales Executives

CARDS Holdings, Inc.•Springfield, MO

2h•Remote

About The Position

The Territory Sales Executives (TSE) utilizes a consultative sales approach in the sale of Construction and Solid Waste services to small and/or less complex commercial accounts in an assigned territory/segment. The OSR is responsible for prospecting and closing to achieve sales revenue goals by developing and implementing sound selling strategies that ensure revenue growth. This role involves preparing for and executing cold calls to influence potential commercial customers into setting appointments for sales presentations. The TSE will conduct pre-sales activities to understand customer needs, prepare marketing materials and pricing plans, identify needs and interests to determine the best sales strategy, and anticipate potential objections. The role requires effective use of sales productivity software, facilitating follow-up meetings, and matching services with customer needs by demonstrating knowledge of customers, pricing, and competition. The TSE will also make recommendations on equipment optimization and leasing options, negotiate and close sales, prepare and deliver complex sales proposals, and conduct post-sale administrative work to ensure successful product/service implementation. A 100% travel requirement is expected.

Requirements

High school diploma or equivalent
At least 3 years of sales experience required.
Ability to set goals
Proficient in time management
Proficient in computer skills
High impact communication
Planning and organization

Responsibilities

Utilizes a consultative sales approach in the sale of Construction and Solid Waste services to small and/or less complex commercial accounts in an assigned territory/segment.
Prospects and closes to achieve sales revenue goals by developing and implementing sound selling strategies that ensure revenue growth.
Prepares for and executes cold calls to influence potential commercial customers (small and/or less complex accounts) into setting appointments for sales presentations.
Conducts pre-sales activities to gain understanding of the customer’s needs and prepare for the meeting.
Gathers appropriate marketing material and pricing plans.
Identifies customer needs and interests to determine the best sales strategy.
Identifies potential objections with plans to address during the sales meeting.
Effectively uses sales productivity software tools (i.e. Prospect and Customer Database, Proposal Program, Pricing Tools, etc.).
Facilitates prospect follow up meeting(s).
Matches services with customer needs by demonstrating knowledge of customers, pricing and competition.
Effectively communicates pricing and service strategies.
Proactively engages other Waste Management business opportunities, referring internally as appropriate.
Uses in depth industry and company knowledge and makes recommendations on equipment optimization and leasing options.
Negotiates and closes sales by effectively communicating alternatives and positions to reach mutually beneficial sales agreements.
Prepares and delivers complex sales proposals.
Conducts post-sale administrative work to ensure product/service implementation is successful.