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About Capital Waste Services

At Capital Waste Services (CWS), we are committed to delivering reliable, customer-focused waste collection services across our communities. Our team members are the foundation of our success, and we pride ourselves on fostering a supportive, high-integrity work environment where people can grow and thrive.

Position Summary

The Outside Sales Representative is responsible for generating profitable new business and increasing revenue within an assigned territory by selling waste collection, recycling, roll-off, and related environmental services. This role focuses on prospecting, building customer relationships, conducting in-person sales calls, developing proposals, and closing new business opportunities while maintaining high levels of customer satisfaction and retention.

The ideal candidate is competitive, self-motivated, customer-focused, and driven to achieve sales goals through relationship-building and consultative selling.

Essential Duties & Responsibilities

Business Development

• Identify, prospect, and develop new commercial, industrial, construction, and municipal customers within assigned territory.
• Conduct regular face-to-face sales calls, presentations, and site visits.
• Develop and maintain a robust sales pipeline through cold calling, networking, referrals, and lead follow-up.
• Qualify opportunities and manage prospects through the entire sales cycle from initial contact to signed service agreement.
• Prepare proposals, pricing quotes, contracts, and service recommendations based on customer needs.
• Effectively communicate the value of Capital Waste Services' solutions and service offerings.

Account Management & Customer Relations

• Establish and maintain strong relationships with customers, brokers, property managers, contractors, and business owners.
• Ensure high levels of customer satisfaction before, during, and after service implementation.
• Partner with Operations and Customer Service teams to ensure successful onboarding of new accounts.
• Identify opportunities to increase revenue through upselling and cross-selling additional services.
• Assist in resolving customer concerns and service issues promptly and professionally.

Territory & Market Development

• Monitor market conditions, competitor activity, pricing trends, and customer needs.
• Develop territory plans to maximize market penetration and revenue growth.
• Maintain accurate customer and prospect records within CRM systems.
• Generate and manage sales opportunities consistent with company growth objectives.

Reporting & Administrative Duties

• Maintain current documentation of all sales activities, customer interactions, and opportunities.
• Submit timely and accurate sales reports, forecasts, and activity updates.
• Track performance against sales goals, quotas, and key performance indicators.
• Attend sales meetings, training sessions, and company events as required.

Qualifications

Required

• High School Diploma or GED.
• Minimum of 2 years of outside sales, business development, or account management experience.
• Demonstrated success in prospecting and closing new business.
• Valid driver's license with acceptable driving record.
• Ability to travel throughout assigned territory daily.

Preferred

• Bachelor's Degree in Business, Marketing, Sales, or related field.
• Experience in waste management, environmental services, transportation, construction, or route-based industries.
• B2B sales experience with recurring-service contracts.
• CRM experience (Salesforce, HubSpot, or similar platforms).

Knowledge, Skills & Abilities

Sales & Relationship Building

• Strong consultative selling and negotiation skills.
• Ability to build trust and long-term customer relationships.
• Proven ability to overcome objections and close sales opportunities.
• Excellent prospecting and lead-generation capabilities.

Communication Skills

• Strong verbal and written communication skills.
• Professional presentation and interpersonal skills.
• Ability to effectively communicate with customers at all organizational levels.

Organization & Time Management

• Strong planning, organizational, and prioritization skills.
• Ability to manage multiple opportunities simultaneously.
• Self-directed with minimal supervision.

Technology Skills

• Proficiency with Microsoft Office Suite (Excel, Outlook, Word, Teams).
• Ability to learn and effectively utilize CRM and sales tracking systems.

Key Performance Indicators (KPIs)

• New revenue generated
• New accounts acquired
• Sales activity levels (calls, visits, proposals)
• Pipeline growth
• Close ratio
• Customer retention
• Revenue growth within assigned territory
• CRM compliance and reporting accuracy

Working Conditions

• Combination of field, customer-site, and office work.
• Frequent driving throughout assigned territory.
• Occasional evening or weekend networking events.
• Exposure to construction sites, industrial facilities, and outdoor environments.

Physical Requirements

• Sit, stand, walk, and drive for extended periods.
• Frequently enter and exit vehicles.
• Ability to lift and carry materials up to 25 pounds.
• Ability to navigate customer sites, construction locations, and uneven terrain.

Why Join Capital Waste Services?

• Competitive base salary plus commission opportunity
• Vehicle allowance or company-provided vehicle (where applicable)
• Medical, Dental, Vision, and Supplemental Benefits
• 401(k) with Company Match
• Paid Time Off and Holidays
• Career growth opportunities within a rapidly expanding company
• Supportive, team-oriented culture focused on safety and customer service

Equal Opportunity Employer

Capital Waste Services is an Equal Opportunity Employer committed to maintaining a workplace free from discrimination, harassment, and retaliation. All qualified applicants will receive consideration for employment without regard to any protected status under applicable federal, state, or local law.

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