| Job Description: |
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.
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.
Managing business to business sales relationships
Developing detailed proposals encompassing multiple services
Researching aspects of the waste and environmental services business
Attending conferences/symposiums as a means of networking and staying current with industry-and market-related information
Assignment management
Building trusting relationships
Providing high-impact Communication
Able to identify pertinent Local, County, State, and/or Federal government regulations
Responsible for prospecting and closing to achieve budgeted sales goals by developing and implementing sound selling strategies that ensure revenue growth by selling to new customers only
Manage prospects by developing sound marketing plans and maintaining key information in the prospect database
Reduces lost major accounts by diffusing cancellation requests. Meets or exceeds sales call activity goals for proactive account retention.
Increases revenue and profitability by executing sound plans on retention calls to improve the customers? service and/or profitability.
Matches Waste Management services with customer needs by demonstrating knowledge of customers, pricing and competition; effectively communicates pricing and service strategies; proactively engages other Waste Management business opportunities, referring internally as appropriate.
Effectively use Waste Management sales productivity software tools (i.e. Prospect and Customer Database, Proposal Program, Pricing Tools, etc.).
Proposes customer solutions that are compliant with appropriate local, state and federal regulations.
Devising sales approaches and solutions
Marshalling resources
Sales negotiation
Sales opportunity analysis
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 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
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
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.
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