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| Job Ref: | 12157 |
| Employer: |
Waste Management. |
| City: | Albany |
| State/Province: | New York |
| Country: | United States |
| Type of Employment: | Full Time |
| Environmental Categories: | Other |
| Industries: | Other/Not Classified |
| Required Education: | Other |
| Job Description: |
I. Job Summary Generates revenue growth by utilizing a consultative selling approach in the retention of current Waste Management customers. Manages existing business relationships in order to achieve budgeted sales goals by developing and implementing sound retention strategies, utilizing strong negotiation efforts to preserve business, and securing contract agreements from previously non-contracted customers. The Account Manager will "save, secure, and convert" by handling all customer cancellation requests, providing ongoing education of contract details to existing customers, and by obtaining customer contract commitments during face-to-face interactions. All escalations for customer service within the defined territory will be resolved through this position. II. Essential Duties and Responsibilities include the following. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other minor duties may be assigned.
III. Supervisory Responsibilities This job has no supervisory duties. IV. Work Environment Listed below are key points regarding environmental demands and work environment of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.
V. Qualifications The requirements listed below are representative of the qualifications necessary to perform the job. A. Education and Experience • Required: Bachelor's degree or 5-years sales experience in lieu of bachelor's degree, plus 1 year in direct business-to-business sales, and phone based business-to-business prospecting resulting in successfully obtaining customer appointments Preferred: Bachelor's degree in Sales/Marketing plus 3-years of progressive and successful business-to-business sales. B. Certificates, Licenses, Registrations or Other Requirements • 20 hours of training with Resource Conservation and recovery Act (RCRA) • Certifications: WM CRA • Involved in one or more of the following: U.S. green Build council (USGBC), American Institute of Architects (AIA), Associated general Contractors of America (AGC), Building Owners and Managers Association (BOMA), or National Association of Home Builders C. Other Knowledge, Skills or Abilities Required Ability to convert customer cancellation requests in order to maintain revenue levels, and/or complex negotiations skills required. General Competencies Include: • Comprehensive understanding of construction industry (phases, materials, waste, etc.) • Techniques for identifying and managing new business opportunities • Techniques for identifying and responding to objections • Techniques for bypassing "Gatekeepers" • Understands the competitive landscape in the local area • Understands "Green" influences and sustainability • Analyze and solve problems • Conduct formal presentations • Able to design customized solutions that address more than just waste services • Excellent business and communication skills • Understands how to calculate price and amounts such as discounts • Basic software and web-based applications • Active Learning • Sales Disposition • Motivational Fit • Sustainability |
| Post Date: | 01/17/2012 |
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