Job Title: Outside Sales & Business Development Representative
Department: Sales & Business Development
Reports To: Chief Executive Officer, Southway Sanitation (with strategic oversight from the Chief of Staff)
FLSA Status: Exempt
Location: Indianapolis, Indiana (Travel throughout assigned territory required)
Position Summary
The Outside Sales & Business Development Representative is responsible for generating new business, developing long-term customer relationships, and expanding Southway Sanitation's market presence throughout Central Indiana and future expansion markets. This position is a true "hunter" role focused on prospecting, relationship building, and converting opportunities into profitable recurring business.
The successful candidate will represent the company professionally while promoting roll-off dumpsters, portable restrooms, restroom trailers, temporary fencing, handwash stations, storage containers, temporary power support, and other related site services.
The ideal candidate thrives on meeting people, enjoys spending the majority of the day in the field, and possesses a strong work ethic with a passion for building a customer base from the ground up.
Primary Responsibilities
Business Development
- Identify and develop new commercial customers.
- Generate leads through cold calling, door-to-door visits, networking, referrals, and industry events.
- Conduct daily in-person sales calls throughout assigned territory.
- Build relationships with contractors, builders, municipalities, developers, industrial facilities, schools, utilities, event organizers, and property managers.
- Research upcoming construction projects and pursue early opportunities.
- Maintain an active sales pipeline at all times.
Sales
- Present Southway's products and services professionally.
- Prepare and deliver customer quotations.
- Negotiate pricing within approved company guidelines.
- Close new business while maintaining target profit margins.
- Upsell existing customers with additional services.
- Follow up on all proposals in a timely manner.
Customer Relationship Management
- Serve as the primary point of contact for assigned customers.
- Conduct routine customer visits.
- Resolve customer concerns professionally.
- Ensure high customer satisfaction and retention.
- Develop long-term strategic relationships.
Territory Management
Develop and maintain business within markets including:
- Commercial Construction
- Residential Construction
- General Contractors
- Utility Contractors
- Electrical Contractors
- Municipal Governments
- Schools
- Manufacturing Facilities
- Distribution Centers
- Industrial Facilities
- Event Promoters
- Disaster Recovery Contractors
- Environmental Contractors
- Developers
- Property Management Companies
CRM & Reporting
Maintain accurate records of:
- Customer contacts
- Sales calls
- Opportunities
- Quotes
- Contracts
- Follow-up activities
- Lost opportunities
- Customer feedback
Utilize Salesforce (or company CRM) daily.
Submit required:
- Daily Activity Report
- Weekly Pipeline Report
- Monthly Sales Forecast
- End-of-Day (EOD) Report
Performance Expectations
Minimum daily expectations include:
- 15–20 in-person sales visits
- 20+ outbound prospecting calls
- 5 qualified opportunities generated weekly
- 2–4 proposals submitted weekly
- Consistent revenue growth
- Achievement of monthly sales goals
Products & Services
The representative will actively market:
- Roll-Off Dumpsters
- Front Load Containers
- Portable Restrooms
- ADA Restrooms
- Handwash Stations
- Luxury Restroom Trailers
- Temporary Fencing
- Storage Containers
- Water Tanks
- Temporary Site Services
- Emergency Response Services
- Disaster Recovery Support
Required Qualifications
- High School Diploma or GED
- Valid driver's license
- Clean driving record
- Ability to travel daily within assigned territory
- Strong communication skills
- Professional appearance
- Self-motivated
- Excellent organizational skills
- Ability to work independently
- Proficiency with Microsoft Office
Preferred Qualifications
- 3+ years outside sales experience
- Construction industry experience
- Waste industry experience
- Portable sanitation experience
- Temporary site services experience
- Salesforce CRM experience
- Existing contractor relationships
Core Competencies
Successful candidates demonstrate:
- Integrity
- Professionalism
- Initiative
- Accountability
- Customer Focus
- Competitive Drive
- Problem Solving
- Negotiation Skills
- Time Management
- Communication Excellence
Physical Requirements
- Frequent driving
- Walking active construction sites
- Climbing stairs
- Occasional lifting up to 30 pounds
- Ability to work outdoors in varying weather conditions
Compensation
- Competitive Base Salary
- Uncapped Commission Program
- Monthly Performance Incentives
- Company Vehicle or Vehicle Allowance (if applicable)
- Company Cell Phone
- Laptop/Tablet
- Expense Reimbursement
- Paid Time Off
- Company Benefits
Success Metrics
Performance will be evaluated based on:
- New Revenue Generated
- Gross Profit Dollars
- New Accounts Opened
- Customer Retention
- Proposal Win Rate
- CRM Compliance
- Prospecting Activity
- Customer Satisfaction
- Safety Performance
- Professional Conduct
Southway Sanitation Core Expectations
Every Outside Sales & Business Development Representative is expected to:
- Represent the company with professionalism at all times.
- Act with honesty, integrity, and accountability.
- Maintain a customer-first mindset.
- Protect company assets and confidential information.
- Follow all company policies and safety procedures.
- Maintain accurate and timely reporting.
- Support the mission and growth objectives of Southway Sanitation and USA Up Star.
Mission Statement
To provide dependable, professional, and responsive site service solutions that help our customers build, recover, and succeed.
Core Values
- Safety First
- Customer Focused
- Accountability
- Integrity
- Professionalism
- One Team. One Fight.
Pay: From $75,000.00 per year
Benefits:
- 401(k)
- Dental insurance
- Health insurance
- Health savings account
- Life insurance
- Opportunities for advancement
- Paid time off
- Vision insurance
Work Location: In person
