Manager, Outside Sales

About the Role

The Area Sales Manager is responsible for maintaining and generating profitable revenue by leading a team of sales and account‑management representatives. This role assists in developing and executing the Area’s Sales and Marketing Plan to improve revenue quality through pricing and service decisions. It focuses on growing market share, acquiring new business, and expanding WM’s presence within assigned territories. Placement and advancement depend on performance, market conditions, and district requirements, and the position qualifies for sales incentive and recognition programs after training and approval. In this managerial role, the incumbent directs new‑business development efforts, assigning targets and ensuring consistent field execution. They reinforce disciplined prospecting, cross‑selling, and pipeline development while aligning acquisition and retention priorities. The manager also supervises sales activities, sets performance goals for call activity, pricing improvements, service upgrades, and acquisition targets, and provides ongoing training, coaching, and mentoring to enhance team skills. The manager ensures effective use of WM sales tools—including the proposal program, customer database, and pricing tools—to support prospecting, lead generation, and new‑business proposals. They analyze lost‑business trends and competitive activity to recommend corrective actions, and they provide industry expertise and regulatory guidance to the retention team and customers. Recruiting qualified Sales Account Executives and managing price‑increase strategies are also key responsibilities. • Lead new business development by guiding Sales Account Executives (SAEs) in prospecting and market share growth. • Drive growth strategy through disciplined prospecting, cross‑selling, and pipeline development, aligning with Sales and Retention teams. • Motivate the team and ensure high customer satisfaction across all transactions. • Supervise sales activities to meet call, retention, pricing, service upgrade, and acquisition targets. • Provide ongoing training, coaching, and mentoring to improve retention and hunting skills. • Manage price‑increase strategies and achieve pricing goals in coordination with the Area Sales Manager. • Ensure effective use of WM sales tools (proposal program, customer database, pricing tools) for lead generation and proposals. • Analyze lost‑business trends and competitive activity to recommend corrective actions. • Deliver industry expertise and regulatory guidance to the retention team and customers. • Conduct regular meetings with customer executives and participate in field rides to support acquisition efforts. • Recruit and interview qualified candidates for SAE positions as needed. • Maintain a professional office environment utilizing standard office equipment.

Key Responsibilities

• ▸prospecting
• ▸pipeline development
• ▸pricing tools
• ▸sales tools
• ▸loss analysis
• ▸regulatory guidance

What You Bring

Required qualifications include a bachelor’s degree (or a high school diploma/GED with five years of B2B sales experience) and a minimum of five years of relevant work experience. The position primarily operates in a professional office environment using standard office equipment. • Require a REAL ID or TSA‑approved alternative for travel to federal property or air travel.

Requirements

• ▸real id
• ▸bachelor’s
• ▸b2b sales
• ▸5 years
• ▸office environment

Benefits

WM offers a competitive total compensation package that includes medical, dental, vision, life insurance, short‑term disability, a Stock Purchase Plan, 401(k) company match, and paid vacation, holidays, and personal days. The company is North America’s largest waste‑management and environmental‑solutions provider, committed to sustainability, equal employment opportunity, and a People‑First culture. Travel may require a REAL ID or TSA‑approved alternative. • Offer a competitive compensation package including medical, dental, vision, life insurance, short‑term disability, stock purchase plan, 401(k) match, and paid time off.

Work Environment

Field