What are the responsibilities and job description for the Territory Sales Executive position at Republic Services?
POSITION SUMMARY: The Territory Executive is responsible for identifying leads, proactively and prospecting and selling new and profitable business within an assigned market that is typically outside of a metropolitan area. The Territory Executive is required to sell the full suite of Republic Services products, which includes small and large container for municipal solid waste and recycling, as well as electronic and universal recycling. The Territory Executive meets regularly with new and existing clients in his or her assigned market area to deliver sales presentations, follow up with key decision makers and sell all services, including total waste stream management solutions, as appropriate.
PRINCIPAL RESPONSIBILITIES:
- Identifies viable leads, manages prospects and acquires new, profitable commercial, industrial and recycling business to meet and exceed monthly established targeted revenue goals for new and existing customers.
- Effectively maintains and retains existing customers by building effective long-term relationships and customer loyalty.
- Follows up on the leads received by the Lead Generators within 2 hours and always creates a follow up task in Salesforce to determine the next step.
- Performs contractual re-signs on existing customers to extend customer relationship and increase customer profitability where appropriate.
- Responds to all cancellation requests in alignment with the established escalation policy.
- Proactively communicates with or responds to customers in support of Company pricing initiatives.
- Utilizes Salesforce on a daily basis, schedules and documents all activities, and develops robust information profiles on prospective customers to facilitate acquisition of new customers.
- Prepares and delivers sales presentations to new and existing clients; follows up with key customer decision makers to close sales.
- Completes consistently scheduled phone blocks and cold call prospecting activities to establish initial and follow-up appointments with decision-makers.
- Responsible for capturing customer emails and minimizing rate restrictions and customer credits.
- Develops and maintains an awareness of market behavior and competitive trends in designated markets to anticipate changing customer needs.
- Maintains a thorough knowledge of the Company’s available services, lines of business and pricing structures; offers additional services to existing and potential commercial, industrial and recycling clients, including total waste stream management solutions, as appropriate, to grow targeted profitable revenue and contribute to Company goals and objectives.
- Completes required Customer Service Agreements, reports and other paperwork in a timely manner and in accordance with Company policy.
- Regularly meets with Sales Manager to review weekly customer retention and relationship activities, progress versus goals and status of key customer relationships.
- Builds relationships and increases Company visibility through participation in Company-sponsored activities as required; attends trade shows, chamber of commerce events and other events, as necessary. Acts as a Company representative at community events, where required.
- Performs other job-related duties as assigned or apparent.
MINIMUM QUALIFICATIONS:
- Minimum 5 years relevant sales experience. (Required)
- Minimum of 2 years of direct selling experience in a customer-facing role that includes identifying and addressing customer needs. (Required)
- Waste or service industry experience. (Required)
- Valid driver’s license. (Required)
