Job: Territory Manager (Sales) - Spartanburg, SC / Charlotte, NC Spartanburg, SC 29301

Waste Management is an equal opportunity / affirmative action employer (M/F/H/V).

Are you looking for more than just another sales job? Do you want to make an impact on your clients AND the environment? Then, Waste Management is the place for you! We're the leader in the waste industry and are making the world a GREENER place every day. What is it that makes us the leader? Quite simply, it's our people. Read below to see if you might be one of them, and apply online today.

I. Job Summary

The Territory Manager (TM) is a combination of what we call a hunter (prospecting for new accounts) and farmer (cultivating and managing existing accounts). The TM will generate revenue growth by utilizing a consultative selling approach in prospective and current Waste Management customers. The TM is responsible for managing existing business relationships in order to achieve budgeted sales goals by developing and implementing sound retention strategies, utilizing strong negotiation efforts to preserve business, and securing contract agreements from previously non-contracted customers. The TM is also responsible for prospecting and closing to achieve budgeted sales goals by developing and implementing sound selling strategies that ensure revenue growth by selling to new customers.

II. Essential Duties and Responsibilities include the following. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other minor duties may be assigned.

• Managing business to business sales relationships.




• Establishes and maintains a high level of customer satisfaction. This includes meeting customer retention goals. Communicates to and works with the Retention Manager to resolve unique customer issues.




• Reduces lost accounts by diffusing cancellation requests. Meets or exceeds sales call activity goals for proactive account retention.




• Increases revenue and profitability by executing sound plans on retention calls to improve the customers' service and/or profitability.




• Effectively manages prospects by developing sound marketing plans and maintaining key information in the prospect database.




• Meets or exceeds sales call activity goals for new sales.




• Matches Waste Management 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.




• Effectively use Waste Management sales productivity software tools (i.e. Prospect and Customer Database, Proposal Program, Pricing Tools, etc.).




• Acquires in depth industry and company knowledge in order to prepare complex proposals and make recommendations on equipment optimization and leasing options.




• Proposes customer solutions that are compliant with appropriate local, state and federal regulations.




• Updates and secures customer service agreements.

III. Supervisory Responsibilities

This position will not supervise anyone. It is an individual contributor role.

IV. Work Environment

Listed below are key points regarding environmental demands and work environment of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.

• Required to use motor coordination with finger dexterity (such as keyboarding, machine operation, etc) part of the work day




• Required to exert physical effort in handling objects less than 30 pounds rarely




• Required to be exposed to physical occupational risks (such as cuts, burns, exposure to toxic chemicals, etc) rarely




• Required to be exposed to physical environment which involves dirt, odors, noise, weather extremes or similar elements rarely




• Normal setting for this job is: outside sales and office work

V. Qualifications

The requirements listed below are representative of the qualifications necessary to perform the job.

A. Education and Experience

Required: Bachelor's degree from an accredited college/university or 5-years sales experience in lieu of bachelor's degree, plus 3-years in a non-consumer based industrial sales, commercial sales, or service industry environment that includes: successfully converting customer cancellation requests in order to maintain revenue levels, and/or complex negotiations resulting in signed customer contracts. Internal requirements include 2-years proven success in a Level 3 sales position.

Preferred: Bachelor's degree in Sales/Marketing, plus 5-years in a non-consumer based industrial sales, commercial sales, or service industry environment that includes: successfully converting customer cancellation requests in order to maintain revenue. Also preferred is prior experience withSalesforce.com.

This is a field-based position. This position is eligible to participate in sales compensation and recognition programs upon successful completion of sales orientation and/or training programs.

B. Certificates, Licenses, Registrations or Other Requirements

None required.

C. Other Knowledge, Skills or Abilities Required

General Competencies Include:

• Build Relationships




• Communicate With Impact




• Demonstrate Professionalism




• Make Sound Decisions




• Think Strategically




• Produce Results




• Know the Business




• Influence and Negotiate




• Manage Work/Time




• Use Ethical Practices

VI. Benefits

At Waste Management, each eligible employee receives a competitive total compensation package including Medical, Dental, Vision, Life Insurance and Short Term Disability. This includes a Stock Purchase Plan, Company match on 401k plan, flexible spending accounts and more! Our employees also receive Paid Vacation, Holidays and Personal Days. Please note that benefits may vary by site.

If this sounds like the opportunity that you have been looking for, please click, "Apply Now."

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