Inside Sales Representative II (Remote in Phoenix, AZ)

I. Job Summary

The Inside Sales Representative II (ISR II) is responsible for generating incremental highly profitable revenue to support the Company's Total Price and Core Price goals using a consultative selling approach in the sale of WM services to small/medium business segment customers via Phone, Internet and Chat platforms. The ISR II will emphasize selling from Web Leads and Digital channels. The ISR II receives and closes warm customer leads from different sources across the enterprise. A successful ISR II consistently meets or exceeds weekly and monthly sales activity goals offering sustainability solutions, follows WM's standard practices and principles in the established Playbook as well as professionally represent solutions to prospective customers and maintains a high level of customer satisfaction in all sales transactions.

This position is remote however the individual must reside in the greater Phoenix area based on business need.

II. Essential Duties and Responsibilities

• The ISR II generates shareholder value by using consultative selling-based approach for larger, more complex SMB customers across the enterprise.
• Receives and acts upon sales opportunities from different sales sources (Focused on Web Leads & Digital Sales Streams); Responsible for the sales and retention efforts for new customers sold during their initial 90 days with WM and expands on sales of products and services with existing customers.
• Conducts pre-sales activities to gain understanding of customer’s needs and prepares for the sales call. 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 call.
• Negotiates and closes sales by effectively communicating alternatives and positions to reach mutually beneficial sales agreements.
• Understands and adheres to established and approved WM sales processes.
• Presents WM products and services using a consultative approach that clearly shows how the solutions would meet customer needs and provide benefits; leverages supporting evidence and clearly connects WM solutions to customers’ business needs.
• Adjusts sales technique depending on the nature of the prospect or customer.
• Presents compelling arguments to support recommended sales solutions.
• Overcomes objections during sales negotiations by emphasizing the value of WM offerings that benefit the customer.
• Facilitates agreement to a sales solution that will meet the major needs of both parties.
• Finalizes sales agreements with specific actions outlined and commitments for next steps.
• Demonstrates leadership and peer advocacy, sharing best practices with peers while acting as a mentor for the growth of internal staff.
• Generates revenue growth for WM by networking and capitalizing on cultivated relationships, outbound efforts on outstanding Team leads, as well as resolving customer escalations.
• Conducts post-sale administrative customer collaboration, including cross-functional support to ensure product/service implementation is successful and maintains customer’s revenue responsibilities within WM until transferred into the retention sales channels, as a net revenue component.
• Other duties as assigned.

III. Qualifications - Must live and work in the U.S.

A. Required Qualifications

Bachelor's Degree (accredited) in Business Administration or Environmental/Science fields

Three (3) years of business-to-business acquisition experience at a proficient level.

B. Preferred Qualifications

One year of experience as a WM Inside Sales Representative I highly preferred.

IV. Physical Requirements

Listed below are key points regarding physical demands, physical and occupational risks, and the work environment of the job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of the job.

Office: This job primarily operates in a professional office environment and routinely requires the use of standard office equipment such as computers, phones, copy machines, etc. 

Pay: The expected base pay range for this position across the U.S. is $22.00 - $24.00/hour. This 
range represents a good faith estimate for this position. The specific salary offered to a successful candidate 
may be influenced by a variety of factors including the candidate’s relevant experience, education, training, 
certifications, qualifications, and work location. In addition, this position is eligible for incentive pay.

V. Benefits 
At WM, each eligible employee receives a competitive total compensation package that includes medical, dental, vision, life insurance, and short-term disability. In addition, we offer a stock purchase plan, company matching on a 401(k), and more. 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.

WM (WM.com) is North America's leading provider of comprehensive environmental solutions. Previously known as Waste Management and based in Houston, Texas, WM is driven by commitments to put people first and achieve success with integrity. The company, through its subsidiaries, provides collection, recycling and disposal services to millions of residential, commercial, industrial, medical and municipal customers throughout the U.S. and Canada. With innovative infrastructure and capabilities in recycling, organics and renewable energy, WM provides environmental solutions to and collaborates with its customers in helping them pursue their sustainability goals. WM has the largest disposal network and collection fleet in North America, is the largest recycler of post‑consumer materials and is a leader in beneficial use of landfill gas, with a growing network of renewable natural gas plants and the most landfill gas‑to‑electricity plants in North America. WM’s fleet includes more than 12,000 natural gas trucks – the largest heavy‑duty natural gas truck fleet in the industry in North America. Healthcare Solutions provides collection and disposal services of regulated medical waste, as well as secure information destruction services, in the U.S., Canada and Western Europe. To learn more about WM and the company’s sustainability progress and solutions, visit Sustainability.WM.com.

Equal Employment Opportunity

For United States:  WM is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, gender identity, national origin, age, disability, status as a protected veteran or any other characteristic protected under applicable federal, state, or local law.

For Canada:  WM is committed to the principle of equal employment for all applicants and employees, without discrimination on the basis of all grounds protected by applicable human rights legislation. Accommodations are available on request for candidates taking part in all aspects of the selection process. Please notify us if you require accommodation.

Real ID

In order to travel by air or access federal property, federal law requires individuals have a REAL ID or an acceptable alternative. This position may require the successful candidate to travel by air for business reasons or service federal property. Accordingly, successful candidates must have, or be willing to obtain, a REAL ID or TSA‑approved alternative.