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| Job Ref: | 177871 |
| Employer: |
Waste Management. |
| City: | Canal Winchester |
| State/Province: | OH |
| Type of Employment: | Full Time |
| Environmental Categories: | Other |
| Industries: | Other/Not Classified |
| Required Education: | Other |
| Job Description: |
Job Summary Generates revenue growth by utilizing a consultative selling approach in the retention of current Waste Management major accounts. 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. 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. "Saves, secures, and converts" 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. Establishes and maintains a high level of customer satisfaction for major accounts. This includes meeting customer retention goals. Communicates to and works with the Retention Manager to resolve unique customer issues. 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.). Acquires in depth industry and company knowledge in order to prepare complex proposals and make recommendations on equipment optimization and leasing options. Proposes customer solutions that are compliant with appropriate local, state and federal regulations. Updates and secures customer service agreements. 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. Preferred: Bachelor's degree in Sales/Marketing plus 7-years of progressive, successful, and strategic business-to-business sales, selling to major accounts. 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: Build Relationships Communicate With Impact Demonstrate Adaptability Demonstrate Integrity and Courage Demonstrate Professionalism Initiate Action Produce Results Think Strategically Focus On Customers Gain Commitment Influence and Negotiate Manage Work/Time Plan and Organize Use Ethical Practices Problem solving skills Proficient with computer and software applications 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: | 08/02/2013 |
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