Territory Sales Representative - Orlando

Waste Pro USA•Orlando, FL

3d•Hybrid

About The Position

The Waste Pro Sales Representative is responsible for the short and long-term growth of WP revenues through targeted prospecting, business development, communication, relationship building, and consultative selling within a defined territory. This role involves acquiring new contracts and extending existing ones for waste and recycling services by partnering with customers, commercial clients, franchisers, business leaders, governmental officials, and strategic partners. The Sales Representative utilizes consultative/strategic selling skills to understand economic and buying influences, collaborating with their Sales Manager and internal business partners to meet client expectations and close deals. The position also supports prospecting efforts for potential clients, including municipal opportunities, within a defined area.

Requirements

AS/BA/BS degree in business, marketing, or equivalent experience. Related work experience can be substituted for educational requirements.
1-2 years of sales/marketing/business development experience within the Waste Services Industry with heavy emphasis on the Commercial Sales Sector.
1+ years of progressive sales experience.
Demonstrated ability to apply consultative and solutions-based selling skills.
Applied skills in negotiation, bid responses, contract management, forecasting, and reporting.
Experience with sales generation, customer interaction, presentation, client interaction, negotiation, account management, forecasting, pricing, and sales closure.
Superior written and oral communication skills combined with above average organization, interpersonal, listening, presentation, and problem-solving skills.
Professional demeanor and ability to function with the utmost honesty and integrity.
Must demonstrate a basic understanding of applied use of sales automation technology used in support of the sales process.
Proficiency in using array of software packages, including MS Outlook, Word, PPT and Excel.
Experienced in developing strategies to increase sales volumes, manage costs, and source potential opportunities through different channels.
Knowledge of the Waste Industry, competitors, and relevant external forces that influence the client's buying decision.
Well versed in problem-solving, market research, financial/profitability analysis, pricing, and client relationship management.
Organized and intellectually able to eliminate sales obstacles through creative and adaptive approaches.
Must be prepared for extensive travel within a defined sales area.
High degree of autonomy, yet team-oriented with ability to work cross-functionally within a dynamic environment.

Responsibilities

Develops maximum potential sales volume and profitability within the defined territory.
Partners with Regional and Corporate Sales Managers in developing short and long-term strategic Market and Sales Planning.
Meets or exceeds sales call activity goals for new sales.
Clearly matches Waste Pro services and sales support to meet and exceed customer needs.
Develops a strong customer base within the regional geographical area by calling on prospective customers via phone or in-person visits.
Ensures customer satisfaction through direct communication and solicitation of feedback.
Drives acquisition, retention, and renewal of contracts by developing and maintaining critical relationships with customers, appointed staff, and others influencing decision-makers.
Knows the competition and uses industry/company knowledge to prepare winning proposals.
Accountable, in partnership with corporate sales, marketing, and regional management, for developing bid and RFP submittal packages, ensuring proposals meet all specification requirements, required pro-forma, pricing, and professional quality in appearance/content.
Interfaces with WP executives, managers, associates, and customers in targeting opportunities and aggressively pursuing leads.
Actively or indirectly partners with Region Sales Manager(s) in closing contracts through aggressive negotiation, competitive pricing, and proactive adherence to defined sales strategy.
In partnership with finance and regional management, periodically initiates billing and contract audits to ensure best pricing and proper invoicing.
Stays directly involved in complaint resolution and resolves issues as needed in support of the customer and in compliance with local, state, and federal regulations.
Actively participates in community events and activities where applicable to promote WP's distinguishable difference (e.g., Chambers of Commerce, Local League of Cities, Keep America Beautiful affiliates, SWANA, community cleanup events, civic associations, local charitable organizations, etc.).
Keeps management apprised of individual and sales activities that may impact the Division, Region, and Company.
Uses available technology to monitor, track, and report sales activity.
Accurately forecasts monthly, quarterly, and annual revenue sales opportunities.
Partners with Corporate Sales, Marketing, and Regional Specialists surrounding possibilities for press coverage, need for collateral literature, advertising, and sponsorship recommendations.
Researches and stays current regarding competitor services and pricing.
Uses a standard format or sales automation tool for maintaining the status of sales activities.
Attends and participates in corporation-sponsored training courses as assigned.
Keeps up to date on current technology, as job appropriate, being used by Waste Pro.
Performs any additional job duties that may be assigned by the Supervisor.