Manager, Outside Sales

About the Role

The Area Manager maintains and generates profitable revenue by leading a team of sales and account‑management representatives. The role assists in developing and executing the area’s sales and marketing plan to improve revenue quality through pricing and service decisions. Responsibilities include implementing strategies to grow market share, acquire new business, and expand WM’s presence within assigned territories. Participation in sales incentive and recognition programs is available after training completion and area management approval. The position operates primarily in a professional office environment and routinely requires the use of standard office equipment such as computers, phones, and copy machines. • Lead new business development by directing and supporting SAEs in prospecting, competitive takeaways, and market share growth; assign targets and ensure field execution. • Drive growth strategy through disciplined prospecting, cross‑selling, and pipeline development, partnering with Sales and Retention teams. • Maintain high customer satisfaction on all transactions, collaborating with Area Management to resolve unique issues. • Supervise Sales Department activities, ensuring the team meets call activity, proactive retention, pricing improvement, service upgrades, agreement conversion, new business acquisition, prospecting, and cross‑selling goals. • Provide ongoing training, coaching, and mentoring for retention personnel; deliver field‑based coaching to SAEs to enhance hunting, competitive positioning, and pipeline development. • Work with the Area Sales Manager to communicate and manage price increase strategies and meet price increase goals. • Manage and ensure use of WM sales tools (proposal program, customer database, pricing tools) and ensure SAEs leverage them for prospecting and proposals. • Analyze lost business trends and competitive activity; recommend corrective actions and identify market share growth opportunities. • Provide expert industry knowledge and regulatory interpretation to the retention team and customers. • Meet regularly with customer executives to exceed expectations; participate in field rides and prospect meetings to support acquisition efforts. • Interview and recruit qualified candidates for open SAE positions as needed.

Key Responsibilities

• ▸business development
• ▸pipeline management
• ▸sales tools
• ▸loss analysis
• ▸client engagement
• ▸team coaching

What You Bring

• Motivate team members with strong management and customer service skills to build a loyal customer base. • Bachelor’s degree (accredited) or high school diploma/GED plus five years of B2B sales experience; minimum five years of relevant work experience.

Requirements

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

Benefits

• Competitive total compensation including medical, dental, vision, life insurance, and short‑term disability. • Stock purchase plan and company‑matched 401(k) contribution. • Paid vacation, holidays, and personal days (benefits may vary by site).

Work Environment

Field