Inside Sales Executive, MW Svc Change (WMHS)

WM (Waste Management); Chicago (IL); Hybrid; USD 27,000 - 35,000; Full time

Benefits offered by this job

Medical, dental, vision insurance

Stock purchase plan

401(k) with company match

Paid vacation

Holidays and personal days

Job summary

WM (Waste Management) is seeking an Inside Sales Representative, RWCS Service Change, to manage outbound service change leads, acquire new customers, and upgrade accounts to WMHS offerings. The role is hybrid at 500 W Monroe St, 15th FL Chicago, IL, onsite Tue–Thu and work-from-home Mon & Fri.

The candidate will drive revenue, perform consultative selling, and maintain CRM records while meeting KPIs and forecasting revenue within 5% of actual results. Commission incentives apply.

Qualifications

• Bachelor's degree in Sales, Marketing, or equivalent, or in lieu of a degree.
• 2 years customer service experience demonstrating account development.
• Must live and work in the US.

Responsibilities

• Handle service change leads and outbound follow-up to convert into upgraded WMHS offerings.
• Build a pipeline of future opportunities through lead campaigns.
• Maintain CRM records with notes, dispositions, and forecast data.
• Forecast revenue within 5% of actual results.
• Meet or exceed revenue quotas and KPIs.

Skills

Customer service

Prospecting

CRM usage

Consultative selling

Pipeline management

Education

Bachelor's Degree in Sales, Marketing, or equivalent

High School Diploma

Tools

CRM software

Job description

I. Job Summary

Under supervision, the Inside Sales Representative, RWCS Service Change manages outbound service change leads, acquires new customers, and upgrades existing accounts to value added service offerings. The role drives incremental revenue by converting service change inquiries and executing targeted lead campaigns. The representative promotes WMHS solutions including regulated medical waste disposal. This role is hybrid to 500 W Monroe St, 15th FL Chicago, IL working onsite 3 days per week (Tuesday, Wednesday and Thursday) and work from home Monday and Friday.

II. Essential Duties and Responsibilities

• Service change lead handling - Receives inbound or marketing campaigned service change requests and conducts outbound follow up to assess customer needs, recommend appropriate service adjustments, and convert changes into upgraded or expanded WMHS offerings. Utilizes consultative selling strategies to achieve a minimum of 100% of assigned revenue and quota goals.
• Prospecting and pipeline development - Builds a pipeline of future service change opportunities through lead marketing campaigns.
• Rules of Engagement compliance - Researches all service change leads in CRM to verify territory ownership, existing rep engagement, and proper departmental routing. Documents cross territory or special circumstance situations and transfers or shares them according to the Rules of Engagement.
• Customer and industry research - Uses internet resources and market tools to understand each customer's business model, regulatory requirements, and service change drivers.
• Performance metrics - Meets or exceeds KPIs including outbound call volume, service change conversion rates, average order size, pipeline hygiene, and case/task management. Tracks all lead outcomes, opportunities, issues, and losses.
• Forecasting accuracy - Forecasts monthly and quarterly service change revenue within 5% of actual results.
• Upgrade and cross sell targeting - Identifies opportunities to upgrade service change requests into additional WMHS products/services.
• CRM utilization - Uses CRM technology for service change follow up, sales cycle disposition, pipeline management, forecasting, and lost opportunity tracking. Maintains comprehensive, accurate notes.
• Consultative qualification - Qualifies service change requests using structured consultative selling strategies to determine the best service configuration for the customer.
• Project support - Supports assigned projects and performs additional job related duties as required.

III. Qualifications -Must live and work in the US

A. Required Qualifications

• Bachelor's Degree in Sales, Marketing, or equivalent work experience, or in lieu of a degree
• High School Diploma (accredited)
• 2 years customer service experience (in addition to education requirement), demonstrating the ability to manage and develop prospective and existing accounts

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 hybrid position is $19.58 - $25.64. 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. This role is also eligible for commission incentives.

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.