High school diploma or equivalent (Required).
Minimum two (2) years of outside B2B sales experience with a demonstrated hunting/new-business emphasis (Required).
Valid driver's license with a clean driving record per company MVR guidelines (Required).
Experience managing a defined geographic sales territory with strong time and territory planning skills.
Demonstrated success as a hunter: a verifiable track record of new-logo acquisition and competitive displacement in a defined territory.
Develop, maintain, and execute an approved territory sales plan that documents target account prospects, sales cycle stages, projected revenue, projected decision dates, and projected implementation/first service dates.
Build and maintain a robust, accurately staged pipeline in Dynamics CRM with disciplined opportunity management aligned to disposal density, service-line whitespace, and route economics.
Execute competitive displacement strategies; develop expert-level command of LES service lines, FOG ordinances, OWS regulations, and manifesting requirements to outposition competitors in every sales conversation.
Prepare and deliver compelling service management proposals, presentations, price quotes, and RFP responses that directly connect LES capabilities to the prospect's operational and compliance needs.
Structure and negotiate recurring-service agreements, will-call conversions, and contract renewals with attention to route profitability and gross margin — not revenue alone.
Identify and pursue multi-location expansion opportunities within newly acquired accounts to maximize customer lifetime value and territory penetration.
Prioritize safety and environmental compliance in all customer and site interactions.
Significant experience working via appointments
Demonstrated success generating appointments through cold calls
Field prospecting
Referral development
Experience leading new sales program implementations in multi-location accounts.
Consistent, documented history of attaining monthly, quarterly, and annual revenue plans.
Field-primary role; regular travel and customer site visits within the assigned territory are expected.