Supervisor- Outside Sales

I.? Job Summary

Generates and retains profitable revenue by supervising a team of salespeople including outside sales representatives, territory managers and account managers.? Supervises other types of salespeople as directed by senior sales management.

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.?
  • Supervises sales work, processes and procedures while managing expenses.
  • Supports programs which drive team performance toward departmental and organizational goals.
  • Establishes and maintains a high level of customer satisfaction.? Communicates to and works with Area management to resolve escalated or unique prospective customer issues.
  • Maintains an ongoing training, coaching and mentoring program in order to develop the skills of the assigned sales team.
  • Supervises activities of the assigned sales people and ensures that team members meet or exceed sales call activity, sales pipeline growth, new sales revenue and retention goals.
  • Effectively, maintains and ensures the use of Waste Management sales tools (i.e. Prospect Management, Proposal Program, Pricing Tools, Salesforce.Com etc.). Ensures entire sales team is well trained in the use of these tools.
  • Provides industry knowledge and interpretation to salespeople and customers.
  • Oversees personnel needs including coaching, training, and evaluating employee performance.? Provides input into termination, compensation, and promotion decisions.

III.? Supervisory Responsibilities

The highest level of supervisory skills required in this job is the management of non-supervisory employees.? This includes:

  • Direct supervision of ___8-10_____ full-time employees, including:

IV.? 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 plus 3-years business-to-business sales and 1 to 2 years in direct business-to-business sales and account management, business-to-business cold calling, and phone based business-to-business prospecting resulting in successfully obtaining customer appointments. Internal experience may be required.

This is a supervisory position. Placement into or advancement to this position is dependent upon individual performance, local market conditions and/or district's requirements. This position is eligible to participate in sales compensation and recognition programs upon successful completion of training prerequisites and Area management approval.

B.? Certificates, Licenses, Registrations or Other Requirements

None required.

C. Other Knowledge, Skills or Abilities Required

Candidates must be able to: build relationships, communicate with impact, demonstrate adaptability, think analytically, demonstrate integrity and courage, demonstrate professionalism, demonstrate leadership/coaching, initiate action, produce results, think strategically, focus on customers, gain commitment, influence and negotiate, leverage diversity, manage work/time, plan and organize, and use ethical practices.

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 travel including overnight travel up to sixty percent of the time with two to four overnight stays in a month,
  • 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.


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