What are the responsibilities and job description for the Territory Sales Manager (Outside Sales - Waste Industry) position at Capital Waste Services?
Job Description Job Description
About Capital Waste Services
At
Capital Waste Services (CWS) , we are committed to delivering reliable, customer-focused waste collection services across our communities. Our team members are the foundation of our success, and we pride ourselves on fostering a supportive, high-integrity work environment where people can grow and thrive.
______________________________________________________________
Position Summary
The
Territory Sales Manager (TSM)
is responsible for driving profitable revenue growth within an assigned geographic territory by developing new business and managing key commercial and industrial customer relationships. This role focuses on
new customer acquisition ,
contract negotiations , and
territory planning , while working closely with Operations and Customer Service to ensure strong 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.
______________________________________________________________
Key Responsibilities
Territory Management & Growth
Own and manage an assigned sales territory with full accountability for growth and performance
Identify, target, and develop
new commercial and industrial customers
Build and maintain a strong prospect pipeline through cold calling, referrals, networking, and site visits
Execute territory plans to meet or exceed monthly and annual sales goals
______________________________________________________________
Sales Process & Contracting
Conduct customer needs assessments and on-site evaluations
Develop and present service proposals, pricing, and contract terms
Negotiate agreements and close new business in alignment with company guidelines
Ensure accurate and timely documentation of sales activities and contracts
______________________________________________________________
Customer Relationship Management
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
______________________________________________________________
Cross-Functional Collaboration
Work closely 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
______________________________________________________________
Qualifications
Required
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 assigned territory
Strong organizational and time-management skills
______________________________________________________________
Preferred
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
______________________________________________________________
Work Environment
Field-based role with regular travel throughout assigned territory
Combination of customer site visits, prospecting, and administrative work
Standard business hours with flexibility based on customer needs
______________________________________________________________
Why Join Capital Waste Services, LLC
Competitive base salary plus commission structure
Opportunity to own and grow a defined sales territory
Strong operational support and established service infrastructure
Career growth opportunities within a growing organization
About Capital Waste Services
At
Capital Waste Services (CWS) , we are committed to delivering reliable, customer-focused waste collection services across our communities. Our team members are the foundation of our success, and we pride ourselves on fostering a supportive, high-integrity work environment where people can grow and thrive.
______________________________________________________________
Position Summary
The
Territory Sales Manager (TSM)
is responsible for driving profitable revenue growth within an assigned geographic territory by developing new business and managing key commercial and industrial customer relationships. This role focuses on
new customer acquisition ,
contract negotiations , and
territory planning , while working closely with Operations and Customer Service to ensure strong 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.
______________________________________________________________
Key Responsibilities
Territory Management & Growth
Own and manage an assigned sales territory with full accountability for growth and performance
Identify, target, and develop
new commercial and industrial customers
Build and maintain a strong prospect pipeline through cold calling, referrals, networking, and site visits
Execute territory plans to meet or exceed monthly and annual sales goals
______________________________________________________________
Sales Process & Contracting
Conduct customer needs assessments and on-site evaluations
Develop and present service proposals, pricing, and contract terms
Negotiate agreements and close new business in alignment with company guidelines
Ensure accurate and timely documentation of sales activities and contracts
______________________________________________________________
Customer Relationship Management
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
______________________________________________________________
Cross-Functional Collaboration
Work closely 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
______________________________________________________________
Qualifications
Required
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 assigned territory
Strong organizational and time-management skills
______________________________________________________________
Preferred
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
______________________________________________________________
Work Environment
Field-based role with regular travel throughout assigned territory
Combination of customer site visits, prospecting, and administrative work
Standard business hours with flexibility based on customer needs
______________________________________________________________
Why Join Capital Waste Services, LLC
Competitive base salary plus commission structure
Opportunity to own and grow a defined sales territory
Strong operational support and established service infrastructure
Career growth opportunities within a growing organization