Territory Sales Manager

Description:

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

Capital Waste Services is seeking a highly motivated and results-driven Construction Territory Sales Manager (CTSM) to develop and grow construction-related business within an assigned territory. This role is responsible for generating new revenue through the sale of temporary and permanent roll-off services, portable sanitation solutions, recycling services, and other waste-related offerings to contractors, builders, developers, and construction-related businesses.

The CTSM serves as the primary point of contact for construction customers and is responsible for prospecting, relationship management, contract negotiations, customer retention, and territory growth. The ideal candidate is an energetic outside sales professional who enjoys building relationships in the field, visiting job sites, and delivering customized solutions that help customers manage waste efficiently and cost-effectively.

Essential Duties & Responsibilities

Business Development

• Prospect and develop new construction-related accounts within an assigned territory.
• Build relationships with general contractors, home builders, developers, site contractors, utility contractors, project managers, and procurement personnel.
• Conduct regular job site visits to identify opportunities and generate leads.
• Develop and execute territory growth plans to increase market penetration and revenue.
• Meet or exceed monthly, quarterly, and annual sales goals.

Sales & Contract Management

• Present service offerings, pricing proposals, and contract solutions to prospective customers.
• Negotiate service agreements and close new business opportunities.
• Maintain a healthy sales pipeline and manage opportunities through the CRM platform.
• Prepare accurate quotes and proposals for temporary roll-off, permanent waste collection, and ancillary services.
• Identify and secure long-term service agreements that support profitable growth.

Customer Relationship Management

• Establish and maintain strong customer relationships to promote retention and repeat business.
• Serve as a trusted advisor by understanding customer needs and recommending appropriate solutions.
• Resolve customer concerns promptly while coordinating with Operations and Customer Service teams.
• Identify upselling and cross-selling opportunities within existing accounts.

Market & Territory Management

• Monitor local construction activity, bidding opportunities, market trends, and competitor activity.
• Attend builder association meetings, chamber events, trade shows, and networking functions.
• Maintain accurate records of customer interactions, proposals, contracts, and sales activities.
• Provide market intelligence and customer feedback to leadership.

Internal Collaboration

• Partner with Operations to ensure seamless onboarding and service delivery.
• Work closely with Dispatch, Customer Service, and Credit departments to support customer satisfaction.
• Participate in sales meetings, training sessions, and performance reviews.
• Maintain compliance with company policies and industry regulations.

Qualifications

Required

• High School Diploma or GED.
• Minimum of three (3) years of outside sales, territory sales, or business development experience.
• Proven track record of meeting or exceeding sales goals.
• Valid driver's license and acceptable driving record.
• Ability to travel extensively throughout an assigned territory.

Preferred

• Associate's or Bachelor's Degree in Business, Marketing, Sales, Construction Management, or a related field.
• Experience selling waste, recycling, environmental services, construction services, building materials, transportation, or other B2B services.
• Experience selling to contractors, builders, developers, or construction firms.
• CRM experience and proficiency with Microsoft Office applications.

Knowledge, Skills & Abilities

• Strong prospecting, networking, and lead-generation skills.
• Excellent negotiation and closing abilities.
• Exceptional customer relationship and account management skills.
• Strong verbal, written, and presentation skills.
• Ability to communicate effectively with customers, operations teams, and leadership.
• Self-motivated with excellent time management and organizational skills.
• Ability to prioritize multiple opportunities and deadlines.
• Strong problem-solving and analytical skills.
• High level of professionalism, integrity, and accountability.
• Ability to work independently while collaborating effectively across departments.

Key Performance Indicators (KPIs)

• New revenue generated.
• New construction accounts acquired.
• Temporary roll-off revenue growth.
• Contract value and contract term length.
• Sales call and site visit activity.
• Proposal volume and close ratio.
• Customer retention and revenue expansion.
• CRM compliance and reporting accuracy.

Physical Requirements & Working Conditions

• Frequent travel throughout the assigned territory.
• Regular visits to active construction sites and customer locations.
• Ability to walk uneven terrain, climb steps, and safely navigate construction environments.
• Ability to operate a computer, mobile device, and standard office equipment.
• Occasional lifting of up to 25 pounds.
• Combination of field-based and office-based work.

Why Join Capital Waste Services?

At Capital Waste Services, we believe our people drive our success. We offer a supportive team environment, opportunities for growth, competitive compensation, uncapped earning potential, and the ability to make a direct impact on the company's expansion within the construction industry.

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