Sales Executive - Special Waste

POSITION SUMMARY: Within a designated market, a Special Waste Sales Representative is responsible for identifying leads, proactively prospecting and selling special waste services to customers and/or designated agents. The Special Waste Sales Representative may sell event disposal and hauling services when a clear opportunity is present. The Special Waste Sales Representative is also responsible for building, maintaining and growing long-term relationships with these clients to grow the revenue base and meet and exceed the monthly targeted revenue growth objectives in support of the Company’s overall goals and objectives. The Special Waste Sales Representative meets regularly with contractors, prospective and existing clients in his or her assigned market area to deliver sales presentations, follow up with key decision makers and sell all special waste and other services, as appropriate.

PRINCIPAL RESPONSIBILITIES:

• Identifies viable leads, manages prospects and sells special waste services offered by the division(s) to meet and exceed monthly established targeted revenue goals.

• Develops and implements sales and marketing action plans, including key objectives, in support of the sales and overall special waste goals of assigned landfill divisions.

• Generates and provides sales leads for permanent sales opportunities to the appropriate sales representative in the market to capture additional revenue.

• Completes contractual re-signs with existing customers to extend customer relationship and increase customer profitability where appropriate.

• Proactively communicates with, or responds to, customers in conjunction with Company pricing initiatives.

• Develops and maintains an awareness of market behavior and competitive trends in designated market to anticipate changing customer needs; proactively manages customer base.

• Prepares and delivers sales presentations to grow existing client base; follows up with key decision makers; prepares sales contracts, including price quotes, credit terms and services.

• Maintains a thorough knowledge of the Company’s available services, lines of business, pricing structures and upsells additional services , as appropriate, to grow targeted revenue and contribute to Company goals and objectives.

• Meets regularly with Director, Manufacturing & Environmental Services, as appropriate to review sales activities and prospective customer calling activities.

• Tracks all prospective customer information on required reporting format.

• Maintains current knowledge of all federal, state and local environmental laws and regulations regarding special waste disposal and landfills; participate in company-sponsored training courses, meetings and discussions regarding the classifications and characterization of special waste.

• Participates in company-sponsored events and activities, as required, which may include trade shows and chamber of commerce events.

• Completes all required Customer Service Agreement (“CSA”), Customer Relationship Management (“CRM”) and other reports in a complete, accurate and timely manner.

• May be responsible for collection activities, as required.

• Responds to service cancellation calls, if necessary, and ensure compliance with appropriate escalation policy.

• Performs other job-related duties, as required.

QUALIFICATIONS:

• Special Waste, State and regulatory knowledge.

• Professional presentation; is confident, assertive and displays a high level of self-esteem.

• Good time management skills to ensure assigned responsibilities are completed in an efficient manner.

• Good communication skills; is able to effectively communicate to all levels of management, both internally and externally.

• Strong active listening skills; gives full attention to what other people are saying, taking time to understand the points being made, asking questions when appropriate, and letting others fully state their ideas.

• Grasps concepts quickly and has good follow through skills; adheres to work schedule and follows through on challenges as they arise; maintains a positive outlook.

• Excellent written and verbal presentation skills.

• Excellent self-motivation skills; maintains a feeling of pride in work; has a strong work ethic and strives to achieve all goals; is competitive and has a strong drive to win; takes appropriate risks.

• Is trustworthy and maintains the highest level of confidentiality at all times.

• Is high energy, friendly and engaging; has excellent persuasion skills; can persuade others to change their minds or behavior.

• Has a service orientation; is actively looking for ways to help people.

• Minimum of 4 years of prior sales experience, selling to large customers.

MINIMUM REQUIREMENTS:

• High School diploma or G.E.D.

• Valid driver’s license.

Pay Range:

The pay range for this position is $90,200.00 to $123,950.00* which reflects the minimum wage in multiple jurisdictions. The actual range will depend on the locality in which you are hired.

Bonus Plan Details (if applicable):

Bonus - Sales Commission Plan Target, 40% Annual

Rewarding Compensation and Benefits

Eligible employees can elect to participate in:

• Comprehensive medical benefits coverage, dental plans and vision coverage.

• Health care and dependent care spending accounts.

• Short- and long-term disability.

• Life insurance and accidental death & dismemberment insurance.

• Employee and Family Assistance Program (EAP).

• Employee discount programs.

• 401(k) plan with a generous company match.

• Employee Stock Purchase Plan (ESPP).

• Paid Time Off (PTO)

• Benefits

The statements used herein are intended to describe the general nature and level of the work being performed by an employee in this position, and are not intended to be construed as an exhaustive list of responsibilities, duties and skills required by an incumbent so classified. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the Company.

EEO STATEMENT:Republic Services is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, protected veteran status, relationship or association with a protected veteran (spouses or other family members), genetic information, or any other characteristic protected by applicable law.

ABOUT THE COMPANY

Republic Services, Inc. (NYSE: RSG) is a leader in the environmental services industry. We provide customers with the most complete set of products and services, including recycling, waste, special waste, hazardous waste and field services. Our industry-leading commitments to advance circularity and support decarbonization are helping deliver on our vision to partner with customers to create a more sustainable world.

In 2023, Republic’s total company revenue was $14.9 billion, and adjusted EBITDA was $4.4 billion. We serve 13 million customers and operate more than 1,000 locations, including collection and transfer stations, recycling and polymer centers, treatment facilities, and landfills.

Although we operate across North America, the collection, recycling, treatment, or disposal of materials is a local business, and the dynamics and opportunities differ in each market we serve. By combining local operational management with standardized business practices, we drive greater operating efficiencies across the company while maintaining day-to-day operational decisions at the local level, closest to the customer.

Our customers, including small businesses, major corporations and municipalities, want a partner with the expertise and capabilities to effectively manage their multiple recycling and waste streams. They choose Republic Services because we are committed to exceeding their expectations and helping them achieve their sustainability goals. Our 41,000 team members understand that it's not just what we do that matters, but how we do it.

Our company values guide our daily actions:

• Safe : We protect the livelihoods of our colleagues and communities.

• Committed to Serve : We go above and beyond to exceed our customers’ expectations.

• Environmentally Responsible: We take action to improve our environment.

• Driven : We deliver results in the right way.

• Human-Centered: We respect the dignity and unique potential of every person.

We are proud of our high employee engagement score of 86. We have an inclusive and diverse culture where every voice counts. In addition, our team positively impacted 4.6 million people in 2023 through the Republic Services Charitable Foundation and local community grants. These projects are designed to meet the specific needs of the communities we serve, with a focus on building sustainable neighborhoods.

STRATEGY

Republic Services’ strategy is designed to generate profitable growth. Through acquisitions and industry advancements, we safely and sustainably manage our customers’ multiple waste streams through a North American footprint of vertically integrated assets.

We focus on three areas of growth to meet the increasing needs of our customers: recycling and waste, environmental solutions and sustainability innovation.

With our integrated approach, strengthening our position in one area advances other areas of our business. For example, as we grow volume in recycling and waste, we collect additional material to bolster our circularity capabilities. And as we expand environmental solutions, we drive additional opportunities to provide these services to our existing recycling and waste customers.

Recycling and Waste

We continue to expand our recycling and waste business footprint throughout North America through organic growth and targeted acquisitions. The 13 million customers we serve and our more than 5 million pick-ups per day provide us with a distinct advantage. We aggregate materials at scale, unlocking new opportunities for advanced recycling. In addition, we are cross-selling new products and services to better meet our customers’ specific needs.

Environmental Solutions

Our comprehensive environmental solutions capabilities help customers safely manage their most technical waste streams. We are expanding both our capabilities and our geographic footprint. We see strong growth opportunities for our offerings, including PFAS remediation, an increasing customer need.

SUSTAINABILITY INNOVATION

Republic’s recent innovations to advance circularity and decarbonization demonstrate our unique ability to leverage sustainability as a platform for growth.

The Republic Services Polymer Center is the nation’s first integrated plastics recycling facility. This innovative site processes rigid plastics from our recycling centers, producing recycled materials that promote true bottle-to-bottle circularity. We also formed Blue Polymers, a joint venture with Ravago, to develop facilities that will further process plastic material from our Polymer Centers to help meet the growing demand for sustainable packaging. We are building a network of Polymer Centers and Blue Polymer facilities across North America.

We continue to advance decarbonization at our landfills. As demand for renewable energy continues to grow, we have 70 landfill gas-to-energy projects in operation and plan to expand our portfolio to 115 projects by 2028.

RECENT RECOGNITION

• Barron’s 100 Most Sustainable Companies

• CDP Discloser

• Dow Jones Sustainability Indices

• Ethisphere’s World’s Most Ethical Companies

• Fortune World’s Most Admired Companies

• Great Place to Work

• Sustainability Yearbook S&P Global