Job DescriptionQuick SnapshotThe Area Director, Industrial Sales will manage our industrial solutions team for the Gulf Coast market area, overseeing a total of 8-10 direct reports. The position can be based anywhere in the Gulf Coast region, and will be hybrid (working from home and in the office). Prior experience with hazardous waste, particularly with petrochemical, de-watering, and solidification waste streams, is preferred.
I. Job SummaryLeads sales and strategic efforts for the Industrial Solutions sales segment within an Area. Ensures account retention and profitable revenue growth through proactive planning, direction, and management of a team of Industrial Solutions Sales Account Managers. Proactively lead Area initiatives to identify customer needs, growth opportunities and new service offerings.
II. Essential Duties and Responsibilities- Ensures account retention and profitable revenue growth through proactive planning, direction, and management of a team of Industrial Solutions Sales Account Managers
- Identifies prospects and approaches potential major accounts and grows existing accounts. Meets or exceeds sales goals as determined by upper management.
- Continually analyzes market forces and personnel dynamics while maintaining customer satisfaction and growth without sacrificing company profitability.
- Promotes the full line of WM services including hazardous waste, industrial waste, municipal solid waste, C&D waste, transportation services, and on-site services including IPS.
- Maintains the delicate balance of achieving assigned revenue goals while adhering to the assigned cost budget for personnel, T&E expenses, and commission/bonus costs.
- Defines and implements programs to drive prospecting for base business, event sales and retention of existing customers.
- Develops a strong customer base within the appropriate geographical area, and calls on prospective customers.
- Lead sales presentations to tier, corporate, and / or area leadership.
- Effective stakeholder management with our above market sales team.
- Ensures customer satisfaction through direct communication and solicitation of feedback.
- Leads, trains, monitors and motivates the Area Industrial Solutions Sales team to increase revenue.
- Monitors, tracks, and reports all sales activity. Accurately forecasts monthly, quarterly, and annual revenue streams.
- Maintains awareness of competition and trends affecting the industry.
- Develops solid team of sales performers, through hands-on recruiting, hiring, and training.
- Develops proposal strategy and manages proposal development as appropriate.
III. Qualifications A. Required Qualifications
- Bachelor's Degree in Science or related field
- 8 years Previous experience in the hazardous waste industry or
- 3 years Supervisory experience managing sales teams.
B. Preferred Qualifications
- Business experience in petrochemical, de-watering, and solidification waste streams is preferred.
IV. Physical RequirementsListed below are key points regarding physical demands, physical and occupational risks, and the work environment of the job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of the job.
Office: This job primarily operates in a professional office environment and routinely requires the use of standard office equipment such as computers, phones, copy machines, etc.
V. Benefits At WM, each eligible employee receives a competitive total compensation package that includes medical, dental, vision, life insurance, and short-term disability. In addition, we offer a stock purchase plan, company matching on a 401(k), and more. Employees also receive paid vacation, holidays, and personal days. Please note that benefits may vary by site.
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