Strategic Account Manager - Manufacturing & Industrial, Midwest/Eastern US Job In , Full Time Jobs In Waste Management

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Job Ref:	178325
Employer:	Waste Management.
City:	Houston
State/Province:	TX
Type of Employment:	Full Time
Environmental Categories:	Other
Industries:	Other/Not Classified
Required Education:	Other

Job Description:

Job Summary

Generates revenue growth by using a consultative selling approach in the acquisition, growth, and retention of Waste Management national accounts. Manages existing business relationships to achieve budgeted sales goals by developing and implementing sound business acquisition and retention strategies, using strong negotiation efforts to grow and preserve business, and securing contract agreements from new customers and 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.

Establishes and maintains a high level of customer satisfaction for strategic accounts. This includes meeting new business and customer retention goals.

Increases revenue and profitability by executing a sound business plan.

Serves as the single point of contact for corporate customers and manages assigned Waste Management business relationships for selected National customers.

Works with Corporate and Area personnel to develop sales strategies conducive to strategic account customer's needs and expectations.

Uses in depth industry and company knowledge to prepare complex new business proposals and make service recommendations.

Provides customer solutions compliant with appropriate local, state and federal regulations while providing thought leadership and innovation to the strategic account base.

Matches Waste Management services with customer needs by demonstrating knowledge of customer's industry and the competitive landscape; effectively communicates pricing and service strategies while pooling Waste Management resources to create customer solutions.

Supervisory Responsibilities

The highest level of supervisory skills required in this job is the indirect management of program managers and/or support employees.

Qualifications

The requirements listed below are representative of the qualifications necessary to perform the job.

A. Education and Experience

Required: Bachelor's Degree, or equivalent experience, in Sales/Marketing, Business Administration or similar area of study, and seven to ten years previous experience.

Preferred: Master's Degree, or equivalent experience, in Sales/Marketing, Business Administration or similar area of study, and/or seven to ten years previous experience.

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.

Must have industrial waste knowledge (i.e. hazardous, special, MSW) including RCRA, TSCA and state regulations.

Must be extremely knowledgeable of all WM lines of business.

Able to negotiate complex contractual agreements (i.e. indemnity, warranties, non-conforming waste, assignment provisions, etc.)

Ability to communicate well with others internally and externally, and is able to resolve unique cusotmer issues proactively whenever possible, as opposed to reactively.

Is able to create and implement go-to-market strategies which include a detailed value proposition that provides a competitive advantage.

Has in-depth industry knowledge specifically in heavy manufacturing with knowledge of integreated steel manufacturing, chemical, paper and pulp.

Understands the organizational structure and shared services capabilities to offer excellent customer service and support by leveraging internal resources.

Requires a self-starter with an aggressive passion to succeed and who is able to work with limited to no day-to-day supervision.

Must be able to interact with all levels of personnel: waste coordinators to executive level.

Ability to effectively demonstrate and/or document large account selling techniques including business case development, account profiling, solution-based selling, organizational and presentation skills, negotiation skills, implementation, and follow-up.

Must be able to travel nationally at least 50% of the time.

Must have advanced skills using the Microsoft Office suite.

Must possess excellent verbal and written communication skills.

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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