Manager, Outside Sales

About the Role

The manager leads new business development by directing SAEs in prospecting, competitive takeaways, and market‑share growth, while assigning targets and ensuring consistent field execution. Growth strategy is driven through disciplined prospecting, cross‑selling, and pipeline development, coordinating with Sales and Retention teams to align acquisition and retention priorities. Outstanding management and customer‑service skills are used to motivate the team and foster a loyal customer base. The manager supervises the Sales Department, ensuring team members meet or exceed goals for call activity, proactive retention, pricing improvements, service upgrades, and service‑agreement conversions, as well as new‑business acquisition and cross‑selling expectations. An ongoing training, coaching, and mentoring program develops retention personnel, while field‑based coaching strengthens hunting behaviors, competitive positioning, and pipeline development. Working with the Area Sales Manager, the leader manages price‑increase strategies and ensures the effective use of WM sales tools such as the Proposal Program, Customer Database, and Pricing Tools. They analyze lost‑business trends and competitive activity to recommend corrective actions, provide expert industry and regulatory knowledge, and regularly meet with customer executives to exceed expectations. Participation in field rides, prospect meetings, and recruitment of qualified SAEs further supports business development. • Direct and support SAEs in prospecting, competitive takeaways, and market share growth. • Assign new business targets and ensure consistent field execution. • Reinforce disciplined prospecting, cross‑selling, and pipeline development practices. • Partner with Sales and Retention teams to align acquisition and retention priorities. • Ensure team meets call activity, retention, pricing, service upgrade, and acquisition goals. • Develop and deliver ongoing training, coaching, and mentoring for retention personnel. • Provide field‑based coaching to strengthen hunting behaviors and pipeline development. • Manage area price‑increase strategies and achieve price‑increase targets. • Ensure effective use of WM sales tools such as Proposal Program and Pricing Tools. • Analyze lost‑business trends and competitive activity to recommend corrective actions. • Supply expert industry knowledge and regulatory interpretation to the team and customers. • Meet regularly with customer executives to exceed client expectations. • Participate in field rides and prospect meetings to support new business development. • Interview and recruit qualified candidates for SAE positions.

Key Responsibilities

• ▸prospecting
• ▸pipeline
• ▸pricing tools
• ▸sales tools
• ▸training
• ▸customer meetings

What You Bring

WM seeks a sales leader to maintain and generate profitable revenue by overseeing a team of sales and account management representatives. The role involves developing and executing the Area’s Sales and Marketing Plan to improve revenue quality through pricing and service decisions, grow market share, acquire new business, and expand WM’s presence in assigned territories. Eligibility for sales incentive and recognition programs is granted upon successful training completion and Area management approval. Candidates must hold a bachelor’s degree (or a high school diploma/GED combined with five years of B2B sales experience) and possess at least five years of relevant work experience. The position operates primarily in an office environment using standard equipment. WM offers a competitive total compensation package including medical, dental, vision, life insurance, short‑term disability, a stock purchase plan, 401(k) match, and paid vacation, holidays, and personal days. • Motivate team members with strong management and customer service skills. • Bachelor’s degree (or high school diploma/GED with 5 years B2B sales experience). • Minimum five years of relevant business‑to‑business sales experience.

Requirements

• ▸bachelor's
• ▸b2b sales
• ▸management
• ▸customer service
• ▸5+ years
• ▸sales leadership

Work Environment

Field