Position Purpose:
Under manager supervision, this position is responsible for generating incremental revenue through inbound and outbound sales calls. This includes lead campaigns and telephone prospecting targeting Small and Medium-sized Business (SMB) existing customers and new prospects. Conducts business needs analysis and develops appropriate service solutions for customers and prospects. Focuses sales activities on recurring, purge (one-time) services, and other revenue-generating activities. Determines customers' needs and requirements and negotiates appropriate resolutions through right sizing, price adjustments, and resolving service quality issues.
Key Job Activities:
1. Makes outbound and receives inbound sales calls to sell products and services to potential new and existing customers. Acquires new customers and converts existing ones through prospecting, outbound marketing/lead campaigns, and referrals.
2. Qualifies clients using value-based selling methods. Researches customer history and needs to develop complete service proposals, targeting upgrade and cross-sell opportunities of Stericycle products/services. Sells the value of solutions and aims to retain/up-sell revenue.
3. Responds to customer concerns and proactively contacts customers identified as 'at risk' of cancelling services using approved sales tactics to retain business. Uses value-based sales skills to uncover service issues and needs, explains contract obligations, and provides alternative solutions. Addresses issues promptly.
4. Builds a pipeline of potential future business via internet prospecting, territory lists, campaigns, and other sources. Forecasts sales metrics within 5% accuracy and reports to sales management. Meets performance expectations within set parameters.
5. Collaborates with cross-functional teams including transportation, billing, collections, sales, and customer experience to provide satisfactory solutions and identify sales opportunities.
6. Utilizes CRM tools like Salesforce for lead follow-up, sales cycle management, pipeline tracking, and forecasting. Maintains accurate notes in the system.
7. Provides tracking data to assist in policy and program development, identifies sales trends, and reports updates to management.
8. Performs other related duties as required.
Education:
* Required: High School diploma or equivalent.
* Preferred: Bachelor's degree.
Experience (North America & LATAM):
* 1-3 years of B2B or outside sales experience.
Experience (EMEAA):
Certifications and/or Licenses:
Benefits:
Stericycle offers a comprehensive benefits package, including health care (medical, dental, vision, prescriptions), flexible spending accounts, life and accident insurance, employee assistance programs, tuition reimbursement, paid time off, 401(k), and stock purchase plans. Participation may require minimum hours or waiting periods.
Disclaimer:
This description summarizes the job's nature and level; it is not exhaustive. It does not constitute a contract. Stericycle may modify content at any time, with or without notice, and will consider accommodation requests for protected limitations in accordance with policies and laws.
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