Manager, Outside Sales

About the Role

Maintains and generates profitable revenue by leading a team of sales and account management representatives. Assists in developing and executing the Area's Sales and Marketing Plan to improve revenue quality through price and service decisions. This includes executing strategies to grow market share, acquire new business, and expand WM's presence within assigned territories. Placement into or advancement to this position is dependent upon individual performance, local market conditions and/or district's requirements. The role is eligible for sales incentive and recognition programs after training prerequisites and Area management approval. Leads the Area’s new business development by directing and supporting SAEs in prospecting, competitive takeaways, and market share growth, while assigning new business targets and ensuring consistent field execution. Drives growth strategy by reinforcing disciplined prospecting, cross‑selling, and pipeline development, partnering with Sales and Retention teams to align acquisition and retention priorities. Demonstrates outstanding management and customer service skills to motivate team members and build a loyal customer base. Establishes and maintains high customer satisfaction on all transactions, communicating with the Area Management Team to resolve unique issues. Supervises the Sales Department to ensure team members meet or exceed call activity, proactive retention, pricing improvement, service upgrades, and agreement conversion goals, as well as new business acquisition and cross‑selling expectations. Maintains ongoing training, coaching, and mentoring programs for retention personnel and provides field‑based coaching to SAEs to strengthen hunting behaviors, competitive positioning, and pipeline development. Works with the Area Sales Manager to communicate and manage price increase strategies, meeting price increase goals. Effectively manages WM sales tools—such as the Proposal Program, Customer Database, and Pricing Tools—and ensures SAEs leverage them for prospecting, lead generation, and new business proposals. Analyates lost business trends and competitive activity, recommending corrective actions and identifying market share growth opportunities. Provides expert industry knowledge and regulatory interpretation to the retention team and customers, and regularly meets with customer executives to exceed expectations while participating in field rides and prospect meetings. • Lead and develop a sales and account management team to generate profitable revenue. • Direct new business development, assign targets, and ensure consistent field execution. • Reinforce disciplined prospecting, cross‑selling, and pipeline development in partnership with Sales and Retention teams. • Maintain high customer satisfaction and resolve unique issues with the Area Management Team. • Supervise sales activities to meet call, retention, pricing, service, and acquisition goals. • Implement ongoing training, coaching, and mentoring programs for retention personnel and SAEs. • Manage price increase strategies and ensure achievement of price increase targets. • Oversee use of WM sales tools (Proposal Program, Customer Database, Pricing Tools) to support prospecting and proposals. • Analyze lost business trends and competitive activity to recommend corrective actions and growth opportunities. • Provide industry expertise and regulatory guidance to the retention team and customers. • Recruit and interview qualified candidates for SAE positions.

Key Responsibilities

• ▸team leadership
• ▸business development
• ▸sales tools
• ▸price management
• ▸loss analysis
• ▸prospecting

What You Bring

Interviews and recruits qualified candidates for open SAE positions as needed. Required qualifications include a bachelor’s degree (or accredited equivalent) or a high school diploma/GED with five years of B2B sales experience, plus five years of relevant work experience. Preferred qualifications are not specified. WM is an equal‑opportunity employer in the United States and Canada, providing employment consideration without regard to protected characteristics and offering accommodations upon request during the selection process. Candidates may need a REAL ID or TSA‑approved alternative for travel or access to federal property. • Required: Bachelor’s degree (or equivalent) or high school diploma/GED with five years B2B sales experience and five years relevant work experience.

Requirements

• ▸bachelor's
• ▸high school
• ▸b2b sales
• ▸5+ years
• ▸recruiting
• ▸real id

Benefits

The role primarily operates in a professional office environment and requires standard office equipment. Eligible employees receive a competitive total compensation package including medical, dental, vision, life insurance, short‑term disability, stock purchase plan, 401(k) match, paid vacation, holidays, and personal days, with benefits varying by site. • Offer competitive compensation including medical, dental, vision, life insurance, short‑term disability, stock purchase plan, 401(k) match, paid vacation, holidays, and personal days.

Work Environment

Field