Manager, Outside Sales

About the Role

The Area Sales Manager will maintain and generate 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 price and service decisions, targeting market share growth, new business acquisition, and expanded presence within assigned territories. Advancement to this position depends on individual performance, local market conditions, and district requirements, and includes eligibility for sales incentive and recognition programs upon meeting training prerequisites and management approval. Key responsibilities include leading new business development efforts, directing prospecting and market share initiatives, and assigning targets to ensure consistent field execution. The manager drives growth strategy by reinforcing disciplined prospecting, cross‑selling, and pipeline development, while partnering with Sales and Retention teams to align acquisition and retention priorities. Ongoing training, coaching, and mentoring programs are maintained to develop retention personnel and strengthen hunting behaviors among Sales Account Executives (SAEs). The role also oversees sales department activities, ensuring the team meets call activity, proactive retention, pricing improvement, service upgrades, and agreement conversion goals, as well as new business acquisition and cross‑selling expectations. Responsibilities include managing price‑increase strategies, ensuring effective use of WM sales tools, analyzing lost business trends and competitive activity, providing expert industry knowledge, and regularly meeting with customer executives to exceed expectations. The manager participates in field rides, prospect meetings, and leads recruitment for open SAE positions. • Lead sales and account management team to achieve revenue targets. • Develop and execute the Area Sales and Marketing Plan. • Direct new business development, prospecting, and market‑share growth. • Enforce disciplined prospecting, cross‑selling, and pipeline development practices. • Coach, mentor, and train sales staff with field‑based support. • Manage price‑increase strategies and ensure utilization of WM sales tools. • Analyze lost business trends and competitive activity to recommend corrective actions. • Recruit and interview qualified Sales Account Executives as needed. • Maintain high customer satisfaction and resolve complex issues.

Key Responsibilities

• ▸revenue targets
• ▸business development
• ▸pipeline management
• ▸pricing strategy
• ▸sales tools
• ▸team coaching

What You Bring

Required qualifications are a bachelor's degree (or equivalent) or a high school diploma/GED combined with five years of B2B sales experience, plus five years of relevant work experience. Preferred qualifications include additional relevant experience beyond the required baseline. The position primarily operates in a professional office environment, requiring standard office equipment such as computers, phones, and copy machines. WM is an equal opportunity employer, offering accommodation during the selection process for candidates who need it, and complies with applicable federal, state, and local nondiscrimination laws. The role may require air travel and a REAL ID or TSA‑approved alternative. • Required: Bachelor’s degree (or high school diploma/GED) plus 5+ years B2B sales experience. • Preferred: additional relevant sales or industry experience. • Position may require air travel and possession of a REAL ID or TSA‑approved alternative.

Requirements

• ▸bachelor's
• ▸b2b sales
• ▸5+ years
• ▸air travel
• ▸real id
• ▸office

Benefits

Employees receive a competitive total compensation package that includes medical, dental, vision, life insurance, short‑term disability, a stock purchase plan, 401(k) match, paid vacation, holidays, and personal days, with variations by site. • Offer competitive compensation, benefits, 401(k) match, stock purchase plan, and paid time off.

Work Environment

Field