Own and close new retailer partnerships—meet/exceed new-business quota and deliver signed agreements, installed kiosks, and revenue.
Build and execute plans to close target retailers; identify decision makers, influencers, and buying committees; draft messaging and pitch materials
Run discovery to understand retailer objectives and constraints; develop tailored value propositions and ROI models for device recycling and trade-in.
Manage the full sales cycle from first outreach through signed contract and handoff to implementation; maintain momentum with clear close plans.
Lead negotiations and contract redlines (commercial terms, rent/revenue share, placement, SLAs, and legal/privacy/security requirements as applicable) to signature.
Prepare and deliver persuasive proposals and executive-ready presentations; present to VP/C-level stakeholders and cross-functional committees.
Drive outbound prospecting (cold calling, email, LinkedIn, partners, and events) to build pipeline—while prioritizing late-stage advancement and closing activity.
Coordinate internal stakeholders to create winning solutions and ensure deliverability across Legal, Marketing, Analytics and Account Management.
Refine our tradeshow strategy and represent ecoATM at key industry events; generate qualified opportunities and convert them to closed-won deals.
Stay informed on industry trends and maintain a deep understanding of the retailer ecosystem as well as smartphone and electronics recycling trends
Report on forces that shift strategic directions for account opportunities
Utilize Salesforce to manage full-cycle pipeline, forecasting, and reporting; maintain accurate stage hygiene, close dates, and next steps.
Partner with internal teams to translate prospect needs into clear requirements and a clean handoff once deals are signed.
Own weekly forecasting and performance updates; track pipeline health, stage conversion, win rates, cycle time, and forecast accuracy.
Work with Analytics on scoring potential retailer locations and building financial model proposals in Excel.

Requirements

10+ years of experience selling into retailers in all channels – Discount, Dollar, Grocery, Convenience and others
Deep understanding of retailers’ operations and key stakeholders
Proven track record of success in meeting and exceeding quota in winning and closing retailer accounts
Demonstrated experience leading contract negotiations and redlines through signature (commercial terms and legal agreements)
Strong communication, organizational, negotiation and presentation skills with the ability to sell and close at all decision-making levels
Ability to work in a fast-paced, entrepreneurial and team environment
Self-motivated, creative, and flexible
Strong analytical skills with a strategic, long-term focus
A strategic and analytical mindset, with a data-driven approach to decision-making and problem-solving.
Organized professional who excels in prioritizing tasks and managing a fast-paced sales environment
Strong experience and expertise with Excel, Salesforce, ZoomInfo, LinkedIn Sales Navigator and Tableau

Benefits

Short-term and long-term incentives based on individual and company performance

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

sales cycle managementcontract negotiationvalue proposition developmentROI modelingpipeline forecastingdata analysisfinancial modeling

Soft Skills

communicationorganizationalnegotiationpresentationself-motivatedcreativeflexiblestrategic mindsetanalytical thinkingtask prioritization