Territory Sales Manager (Outside Sales - Waste Industry)

Capital Waste Services•Gresham, SC

About The Position

The Territory Sales Manager (TSM) drives profitable revenue growth within an assigned geographic territory by developing new business and managing commercial and industrial customer relationships. The role focuses on acquiring new customers, negotiating contracts, and planning territory activity while partnering with Operations and Customer Service to support service execution and customer retention. The ideal candidate is a self-motivated, field-oriented sales professional with experience selling recurring services and managing a defined territory. This field-based role includes regular travel throughout the assigned territory and a combination of customer site visits, prospecting, and administrative work. The schedule is during standard business hours, with flexibility based on customer needs. Capital Waste Services offers a competitive base salary plus commission, the opportunity to own and grow a defined sales territory, operational support and established service infrastructure, and career growth opportunities within a growing organization.

Requirements

At least 3 years of outside or territory sales experience.
Proven track record of meeting or exceeding sales goals.
Strong prospecting, negotiation, and closing skills.
Valid driver’s license and ability to travel throughout the assigned territory.
Strong organizational and time-management skills.

Nice To Haves

Experience selling recurring services, route-based services, or B2B contracts.
Background in waste, recycling, environmental services, construction, or industrial sales.
CRM experience and comfort managing pipelines and forecasts.

Responsibilities

Own and manage an assigned sales territory with accountability for growth and performance.
Identify, target, and develop new commercial and industrial customers.
Build and maintain a prospect pipeline through cold calling, referrals, networking, and site visits.
Execute territory plans to meet or exceed monthly and annual sales goals.
Assess customer needs and conduct on-site evaluations.
Develop and present service proposals, pricing, and contract terms.
Negotiate agreements and close new business in accordance with company guidelines.
Document sales activities and contracts accurately and promptly.
Serve as the primary point of contact for assigned accounts during onboarding.
Partner with Operations to ensure smooth service implementation.
Address customer concerns and support retention efforts as needed.
Identify upsell and expansion opportunities within existing accounts.
Coordinate with Operations, Dispatch, and Customer Service to align service delivery with customer expectations.
Communicate market intelligence, competitive activity, and customer feedback to leadership.
Participate in sales meetings, training sessions, and territory reviews.