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National Accounts Manager - Exp Selling Routing/logistics Software Preferred Job Details

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Job Ref:  181537
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 new account revenue utilizing a consultative, strategic approach in the sale of Waste Management Logistics solutions to large, complex accounts nationwide. 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. Develops a depth of knowledge regarding WM Sales structure and collaborates with WM Sales leaders to seek and build frameworks for selling in various customer segments.


Essential Duties and Responsibilities

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 Logistics and networks in industry platforms and associations


  • Effectively manages prospects by developing sound marketing plans and maintaining key information in the prospect database.


  • Maintains sales pipeline to achieve business goals.


  • Maintains current knowledge of logistics software market trends, current topics & issues, internal sale strategies, WM logistics capabilities and overall WM product offerings


  • Matches Waste Management Logistics 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.


  • Networks with WM Sales leaders to build awareness of WM Logistics and develop platforms upon which to sell WM Logistics across customer segments.


  • Effectively uses Waste Management sales productivity software tools (i.e. Sales Force.com, Prospect & Customer Database, etc.).



  • 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:

  • Bachelors Degree or equivalent experience in Business Administration, Communications, Finance, or similar area of study


  • Minimum 5 years sales experience in technical sales and/or consultative sales


  • Prior experience selling logistic software products


  • Strong operations knowledge of transportation based businesses


  • Strong lead generation capabilities.


  • Strong solution sales capabilities.


  • Ability to adapt presentations to the technical level of the audience and comfort presenting technical materials to groups


  • Ability to speak to technical teams and credibly explain the WM Logistics product


  • Successful experience identifying, qualifying and closing new business



  • 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


  • Gain Commitment


  • Influence and Negotiate


  • Manage Work/Time


  • Plan and Organize


  • Use Ethical Practices


  • Problem Solving Skills


  • Proficient with computer and software applications


  • 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.


  • Required travel 25-30%



  • 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.



    09/16/2013

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