Role purpose: The Outside Sales Representative is responsible for driving new business growth through full-cycle, territory-based sales. This role builds executive-level client relationships, closes multi-million-dollar deals, and collaborates cross-functionally to deliver sustainable revenue and long-term client value.

EXPERIENCE & BACKGROUND

• 5+ years of proven sales experience in B2B or service-based industries.
• Experience in hunting and full-cycle sales (mandatory).
• Closing of multi-million-dollar deals is a plus.
• Background in waste management or related industries is preferred but not required.
• 4-year college degree required.
• Consistent track record of achieving or exceeding quotas in competitive markets.
• Experience managing territory-based sales with regular client-facing travel.
• Work hours: 8:30-5:00pm, with expectation of being flexible outside of core hours for critical team events, trainings, and client engagements.

KNOWLEDGE & SKILLS

• Strong understanding of consultative, solution-based, and value-driven sales approaches.
• Ability to manage complex, long-cycle deals (typically $2.5M+).
• Knowledge of territory management and client development strategies.
• Strong business and financial acumen to structure deals and position the WHK value proposition.
• Familiarity with CRM systems for pipeline management, forecasting, and reporting.

• Develop and execute a territory plan to identify, target, and win high-value prospects.
• Consistently prospect and generate new opportunities through cold outreach, networking, referrals, and industry events.
• Manage the full sales cycle from lead qualification to contract negotiation and closing.
• Conduct client meetings, presentations, and proposals with executive-level decision-makers.
• Build and maintain long-term relationships with clients to expand opportunities and maximize account growth – true “hunting and farming.”
• Collaborate with marketing, operations, and customer success to ensure smooth client onboarding and delivery.
• Maintain accurate and up-to-date records in CRM, including pipeline activity, forecasting, and account details.
• Deliver timely and accurate revenue forecasts, ensuring visibility into deal progression and territory performance.
• Travel regularly (2–3 days per week after ramp period) to meet with clients in person, balancing time in the field with administrative and pipeline management.
• Represent the company with professionalism and executive presence at all times.