Inside Sales Specialist Environmental & Waste Services

Position Overview:
The Inside Sales Representative is responsible for generating new business opportunities, managing customer relationships, and supporting revenue growth within YORK1's Waste Services Division. This role serves as a key point of contact for prospective and existing customers, providing solutions for waste management, recycling, transportation, soil management, environmental services, and related offerings.
The Inside Sales Representative works closely with Operations, Customer Experience, Dispatch, and Business Development teams to understand customer needs, prepare quotations, coordinate service solutions, and ensure a seamless customer experience. This position combines proactive sales activities with account management responsibilities to support YORK1's growth objectives and commitment to exceptional customer service.
This position reports to the Company’s Director, Sales Enablement.

Essential Duties and Responsibilities include, but are not limited to the following:
Sales & Business Development
• Generate and qualify new business opportunities through outbound calls, email campaigns, referrals, and inbound inquiries.
• Develop and maintain a pipeline of prospective customers.
• Promote YORK1's environmental, waste management, recycling, transportation, and related services.
• Identify opportunities for cross-selling and upselling within existing customer accounts.
• Achieve individual sales targets and key performance objectives.

Customer Relationship Management
• Build and maintain strong relationships with prospective and existing customers.
• Understand customer requirements and recommend appropriate service solutions.
• Respond promptly to customer inquiries and requests for information.
• Maintain regular communication with customers to identify additional service needs and opportunities.

Quotations & Proposal Support
• Prepare and deliver service quotations, pricing proposals, and customer agreements.
• Coordinate with Operations and Finance to ensure accurate pricing and service capabilities.
• Follow up on proposals and negotiate within approved guidelines.
• Support contract renewals and service expansions.

Operational Coordination
• Collaborate with Operations, Dispatch, and Sales teams to ensure customer expectations are met.
• Assist with service implementation and onboarding of new customers.
• Resolve customer concerns by coordinating with internal stakeholders.
• Monitor service performance and communicate updates as required.

CRM & Reporting
• Maintain accurate customer records and sales activities within the CRM system.
• Track sales opportunities, customer interactions, and account activities.
• Prepare reports on sales performance, pipeline activity, and customer trends.
• Ensure data integrity and compliance with company processes.

Market Intelligence
• Monitor industry trends, customer needs, and competitive activity.
• Provide feedback to leadership regarding market opportunities and customer insights.
• Support strategic growth initiatives within assigned territories and markets.

Qualification & Experience:
• Post-secondary education in Business, Sales, Marketing, Environmental Studies, or a related field is preferred.
• Equivalent combinations of education and experience will be considered.
• 1–3 years of sales, inside sales, customer service, account management, or business development experience.
• Experience within waste management, environmental services, transportation, construction, logistics, or industrial services is considered an asset.
• Proven experience meeting or exceeding sales targets is preferred.

Knowledge, Skills & Abilities
• Strong sales, negotiation, and relationship-building skills.
• Excellent verbal and written communication abilities.
• Customer-focused mindset with strong problem-solving capabilities.
• Ability to manage multiple priorities in a fast-paced environment.
• Strong organizational and time-management skills.
• Proficiency in Microsoft Office Suite, including Excel, Outlook, and Teams.
• Experience with CRM systems such as HubSpot, Trux, or similar platforms.
• Ability to work independently while contributing to a collaborative team environment.
• Knowledge of environmental and waste management services is an asset.

Core Competencies
• Customer Focus
• Communication
• Relationship Building
• Results Orientation
• Accountability
• Problem Solving
• Collaboration
• Adaptability
• Attention to Detail
• Commercial Acumen

Key Performance Indicators (KPIs)
• Revenue generation and sales growth
• New customer acquisition
• Customer retention and account growth
• Pipeline development and conversion rates
• Quote-to-close ratio
• Customer satisfaction and responsiveness
• CRM data accuracy and activity management
• Cross-selling and upselling performance

Working Conditions
• Primarily office-based with occasional travel for customer meetings, site visits, or industry events.
• Frequent use of CRM systems, telephones, email, and virtual meeting platforms.

Why This Role Matters
The Inside Sales Representative plays a critical role in driving YORK1's growth by identifying new business opportunities, supporting customer retention, and expanding service offerings within existing accounts. As one of the primary customer-facing roles, this position helps strengthen relationships, generate revenue, and ensure customers receive timely, effective solutions for their environmental and waste management needs.
By collaborating across departments and maintaining a strong understanding of YORK1's services, the Inside Sales Representative contributes directly to customer satisfaction, operational efficiency, and long-term business success.