Inside Sales Representative II (Remote in Phoenix, AZ)

**I. Job Summary** The Inside Sales Representative II (ISR II) is responsible for generating incremental highly profitable revenue to support the Company's Total Price and Core Price goals using a consultative selling approach in the sale of WM services to small/medium business segment customers via Phone, Internet and Chat platforms. The ISR II will emphasize selling from Web Leads and Digital channels. The ISR II receives and closes warm customer leads from different sources across the enterprise. A successful ISR II consistently meets or exceeds weekly and monthly sales activity goals offering sustainability solutions, follows WM's standard practices and principles in the established Playbook as well as professionally represent solutions to prospective customers and maintains a high level of customer satisfaction in all sales transactions. ***This position is remote however the individual must reside in the greater Phoenix area based on business need.*** **II. Essential Duties and Responsibilities** * The ISR II generates shareholder value by using consultative selling\-based approach for larger, more complex SMB customers across the enterprise. * Receives and acts upon sales opportunities from different sales sources (Focused on Web Leads \& Digital Sales Streams); Responsible for the sales and retention efforts for new customers sold during their initial 90 days with WM and expands on sales of products and services with existing customers. * Conducts pre\-sales activities to gain understanding of customer’s needs and prepares for the sales call. This includes gathering appropriate marketing material and pricing plans, identifying customer needs and interests to determine the best sales strategy and identifying potential objections with plans to address during the sales call. * Negotiates and closes sales by effectively communicating alternatives and positions to reach mutually beneficial sales agreements. * Understands and adheres to established and approved WM sales processes. * Presents WM products and services using a consultative approach that clearly shows how the solutions would meet customer needs and provide benefits; leverages supporting evidence and clearly connects WM solutions to customers’ business needs. * Adjusts sales technique depending on the nature of the prospect or customer. * Presents compelling arguments to support recommended sales solutions. * Overcomes objections during sales negotiations by emphasizing the value of WM offerings that benefit the customer. * Facilitates agreement to a sales solution that will meet the major needs of both parties. * Finalizes sales agreements with specific actions outlined and commitments for next steps. * Demonstrates leadership and peer advocacy, sharing best practices with peers while acting as a mentor for the growth of internal staff. * Generates revenue growth for WM by networking and capitalizing on cultivated relationships, outbound efforts on outstanding Team leads, a