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Waste Management. |
|State/Province:||District of Columbia|
|Type of Employment:||Full Time|
I. Job Summary
Generates new account revenue utilizing a consultative, strategic approach in the sale of Waste Management solutions to large, complex accounts as assigned. Prospects and closes major accounts to achieve budgeted sales goals. Accesses Senior management of the customer's organization and develops collaborative win-win partnerships. Develops and implements sound selling strategies that ensure revenue growth at target or greater profitability levels by selling to new customers only.
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.
-Senior, executive level customer relationship management
-Has in-depth customer-industry experience and insight
-Represents Waste Management and networks in industry platforms and associations in assigned territory.
-Establishes and maintains a high level of customer satisfaction. Communicates to and works with the Segment and Area leadership team to resolve unique customer issues.
-Effectively manages prospects by developing sound marketing plans and maintaining key information in the prospect database.
-Maintains sales pipeline to achieve business goals.
-Matches Waste Management services and solutions with the customer's needs by demonstrating knowledge of customers, their buying criteria, the marketplace, and the competition. Effectively communicates strategies; proactively engages Waste Management team members to effectively execute and exceed customer expectations. ,
-Effectively uses Waste Management sales productivity software tools (i.e. Sales Force.com, Prospect & Customer Database, Proposal Program, Pricing Tools, etc.).Proposes customer solutions that are compliant with appropriate local, state and federal regulations.
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.
-Required to use motor coordination with finger dexterity (such as keyboarding, machine operation, etc) part of the work day;
-Required to exert physical effort in handling objects less than 30 pounds rarely;
-Required to be exposed to physical occupational risks (such as cuts, burns, exposure to toxic chemicals, etc) rarely;
-Required to be exposed to physical environment which involves dirt, odors, noise, weather extremes or similar elements rarely;
-Normal setting for this job is: office setting and/or outside sales.
The requirements listed below are representative of the qualifications necessary to perform the job.
A. Education and Experience
Required: Bachelors Degree or equivalent experience in Business Administration, Communications, Finance, or similar area of study and 10 or more years of previous applicable experience selling in Education , or a related field. Active membership in industry business associations.
Preferred: Master's Degree or equivalent experience in Business Administration, Communications, Finance, or similar area of study and 15 or more years of cross-functional experience including, but not limited to, finance, logistics or sales in the Industry or a related field. Active membership in industry business associations.
This is a field-based position. This position is eligible to participate in sales compensation and recognition programs upon successful completion of sales orientation and/or training programs.
B. Certificates, Licenses, Registrations or Other Requirements
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:
-Communicate With Impact
-Demonstrate Integrity and Courage
-Influence and Negotiate
-Plan and Organize
-Use Ethical Practices
-Problem solving skills
-Proficient with computer and software applications