Territory Sales Manager; Outside Sales - Waste Industry

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 Territory Sales Manager (TSM) is responsible for driving profitable revenue growth within an assigned geographic territory by developing new business and managing key commercial and industrial customer relationships. This role focuses on new customer acquisition, contract negotiations, and territory planning, while working closely with Operations and Customer Service to ensure strong service execution and customer retention.

The ideal candidate is a self-motivated, field-oriented sales professional with experience selling recurring services and managing a defined territory.

Key Responsibilities

Territory Management & Growth

• Own and manage an assigned sales territory with full accountability for growth and performance
• Identify, target, and develop new commercial and industrial customers
• Build and maintain a strong prospect pipeline through cold calling, referrals, networking, and site visits
• Execute territory plans to meet or exceed monthly and annual sales goals

Sales Process & Contracting

• Conduct customer needs assessments and on-site evaluations
• Develop and present service proposals, pricing, and contract terms
• Negotiate agreements and close new business in alignment with company guidelines
• Ensure accurate and timely documentation of sales activities and contracts

Customer Relationship Management

• Serve as the primary point of contact for assigned accounts during onboarding
• Partner with Operations to ensure smooth service implementation
• Address customer concerns and support retention efforts as needed
• Identify upsell and expansion opportunities within existing accounts

Cross-Functional Collaboration

• Work closely with Operations, Dispatch, and Customer Service to align service delivery with customer expectations
• Communicate market intelligence, competitive activity, and customer feedback to leadership
• Participate in sales meetings, training sessions, and territory reviews

Qualifications

Required

• 3+ years of outside or territory sales experience
• Proven track record of meeting or exceeding sales goals
• Strong prospecting, negotiation, and closing skills
• Valid driver's license and ability to travel throughout assigned territory
• Strong organizational and time-management skills

Preferred

• Experience selling recurring services, route-based services, or B2B contracts
• Background in waste, recycling, environmental services, construction, or industrial sales
• CRM experience and comfort managing pipelines and forecasts

Work Environment

• Field-based role with regular travel throughout assigned territory
• Combination of customer site visits, prospecting, and administrative work
• Standard business hours with flexibility based on customer needs

Why Join Capital Waste Services, LLC

• Competitive base salary plus commission structure
• Opportunity to own and grow a defined sales territory
• Strong operational support and established service infrastructure
• Career growth opportunities within a growing organization

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