The Sales Representative locates opportunities in an assigned geographic area (territory), with a focus on increasing the density of clients in specific locations (i.e. adjacent to existing clients to enhance margins). The rep identifies prospects and makes cold calls to initiate sales meetings. The rep matches prospect's needs to WC services and aims to secure long-term partnerships.

Essential Duties and Responsibilities:

• Develop lists of prospective accounts and key contacts, typically for front-end load.
• Cold call companies in proximity of clients to build business. Operations may identify specific areas or routes to focus efforts.
• Demonstrate excellent presentation and communication skills.
• Enter intelligence gathered into Salesforce system to understand client, contacts, estimate needs and when current contract with a hauler expires.
• Look for opportunities for ongoing roll-offs (manufacturers, recycling, construction).

• Present WC services, advantages and pricing (in context of their business type, expected weights and competitive pricing).
• Handle objections effectively and seek to close a sale or establish next steps.
• Formulate as favorable contract terms for WC as possible and draw up agreement from template contract.
• Present terms clearly and satisfy client's needs, e.g. expected weights, rate increases, duration, property damage, pick-up schedule.
• Meets or exceeds sales activity goals for new sales.
• Obtain client's signature on contract and pass to Sales Manager for approval and processing.
• Periodic overnight travel is required.

Qualifications:

• Bachelor's degree in business administration or equivalent experience.
• 5 years' experience working in outside sales with proven record of success preference for 2 years contract sales experience (I.E. copiers, uniforms, etc.)
• Good Communication skills, both verbal and written.
• Works well with employees, the general public and city officials.
• Knowledge of Microsoft Office (word, excel, etc.)
• Knowledge of Salesforce or comparable CRM tool is a plus.
• Thorough knowledge of industry and competitors' practices (gained through experience) to find opportunities, estimate weights and pricing, and handle objections.
• Good numeracy skills to estimate pricing and calculate margins.
• This position requires frequent driving must be able to pass an MVR check

Other Conditions

This is a field position. Placement into or advancement to this position is dependent upon individual performance, local market conditions, and/or district's requirements. This position is eligible to participate in sales commission and recognition programs upon successful completion of orientation and /or training programs.

Physical Demands and Work Environment:

• Infrequent light physical effort required.
• Most work is performed in a field environment. (e.g. making sales calls or onsite visits at customers).
• May require walking periodically throughout the work day.
• Frequent driving is required.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, or national origin.