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| Job Ref: | 179807 |
| Employer: |
Waste Management. |
| City: | Lewisville |
| State/Province: | TX |
| Type of Employment: | Full Time |
| Environmental Categories: | Other |
| Industries: | Other/Not Classified |
| Required Education: | Other |
| Job Description: |
Job Summary The Major Account Representative - Blended (MAR-B) position generates new account revenue in new accounts (hunting) and revenue growth in existing accounts (farming) utilizing a consultative selling approach in the sale of Waste Management services to large, complex accounts. The position will be 80% hunting (seeking new business) and 20% farming (managing existing accounts). Hunting (80%): The MAR-B is responsible for prospecting and closing sales to new customers to achieve budgeted sales goals. The MAR-B develops and implements sound selling strategies that ensure revenue growth at target or greater profitability levels by selling to new customers. Farming (20%): The MAR-B is responsible for managing 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 MAR-B 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. Essential Duties and Responsibilities To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other minor duties may be assigned. Supervisory Responsibilities This job has no supervisory duties. Qualifications The requirements listed below are representative of the qualifications necessary to perform the job. A. Education and Experience Required: Bachelor's degree from an accredited college/university or 7-years business to business sales experience in lieu of bachelor's degree, plus 5-years of progressive and successful business-to-business sales. Internal requirements include 2-years proven success in a Level 4 sales position. Preferred: Bachelor's degree in Sales/Marketing plus 7-years of progressive and successful business-to-business sales. 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 None required. 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: Benefits At Waste Management, each eligible employee receives a competitive total compensation package including Medical, Dental, Vision, Life Insurance and Short Term Disability. As well as Stock Purchase Plan, Company match on 401k plan and more! Our employees also receive Paid Vacation, Holidays and Personal Days. Please note that benefits may vary by site. |
| Post Date: | 08/01/2013 |
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