Sr. Outside Sales Representative - Wilmington, DE

at Waste Management in Wilmington, Delaware, United States

Job Description

Equal Opportunity Employer: Minority/Female/Disability/Veteran

Waste Management (WM), a Fortune 250 company, is the leading provider of comprehensive waste and environmental services in North America. We are strongly committed to a foundation of operating excellence, professionalism and financial strength. WM serves nearly 25 million customers in residential, commercial, industrial and municipal markets throughout North America through a network of collection operations, transfer stations, landfills, recycling facilities and waste-based energy production projects.

Work Situation:This position will be remote / work from home, but it will be important for someone to be local to Wilmington, DE, and will cover the greaterDelmarva peninsula*. This is an outside / field sales position that will travel to businesses in the area every day.

I. Job Summary
The Senior Sales Rep (SSR), aka “hunter” / new business developer / cold calling expert, utilizes a consultative sales approach in the sale of Waste Management services to small and medium sized accounts in an assigned territory/segment. The SSR is responsible for prospecting and closing to achieve sales revenue goals by developing and implementing sound selling strategies that ensure revenue growth.

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

  • Prepares for and executes cold calls to influence potential commercial customers (small and/or less complex accounts) into setting appointments with the purpose of presenting and selling Waste Management services
    o Conducts pre-sales activities to gain understanding of the customer’s needs and prepare for the meeting. This includes gathering appropriate marketing material and pricing plans, identifying customer needs and interests to determine the best sales strategy and identifying potential objections with plans to address during the sales meeting.
    o Effectively uses Waste Management sales productivity software tools (i.e. Prospect and Customer Database, Proposal Program, Pricing Tools, etc.)
  • Facilitates prospect follow up meeting(s)
    o 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.
    o Uses in depth industry and company knowledge and makes recommendations on equipment optimization and leasing options.
    o Negotiates and closes sales by effectively communicating alternatives and positions to reach mutually beneficial sales agreements
  • Prepares and delivers complex sales proposals
  • Conducts post-sale administrative work to ensure product/service implementation is successful

III. Supervisory Responsibilities
This job has no supervisory duties.

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

A. Education and Experience

  • Education: Bachelor’s Degree (accredited), or in lieu of degree, High School Diploma or GED (accredited) and four (4) years of business-to-business sales experience.
  • Experience: One (1) year of business-to-business sales experience (in addition to education requirement).
  • 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

  • Ability to set goals
  • Proficient in time management
  • Proficient in computer skills
  • High impact communication
  • Planning and organization

V. 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: office setting and/or outside sales.
  • Travel requirement: 100% in the field, but very little overnight travel.

VI. Benefits
You’ll receive a top-notch benefits package, including Medical, Dental, Vision, Life Insurance and Short and Long Term Disability. We have a great Employee Stock Purchase Program (ESPP), a fantastic company match on 401K (4.5% with NO vesting period),unlimited vacation time, and*we’ll also pay for 100% of your education! *

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


Job: Sales/Marketing

Title: Sr. Outside Sales Representative – Wilmington, DE

Location: Delaware-Wilmington

Requisition ID: 21019533

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Job Posting: JC198943144

Posted On: Dec 03, 2021

Updated On: Jan 15, 2022