Job DescriptionI. Job SummaryGenerates revenue growth by utilizing a consultative selling approach in the retention of current WM 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.
II. 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.
- Serve as the primary point of contact for assigned Key Accounts across Healthcare, Oil & Gas, Defense, Small Public Sector, Municipal, and Large Retail/Grocery segments and other segmants, primarily operating within RFP/RFQ and contract-driven environments.
- Manage the end-to-end RFP/RFQ process, including reviewing requirements, coordinating internal stakeholders (Sales, Operations, Dispatch, Pricing, Legal, Sustainability), facilitating internal working sessions autonomously, and submitting compliant, accurate responses.
- Partner closely with Legal to review contract terms, exceptions, and compliance requirements.
- Maintain strong administrative ownership of assigned accounts, including:
- Managing contracts, renewals, pricing, and service details
- Booking meetings and coordinating internal and customer-facing sessions
- Resolving service issues, billing discrepancies, and system errors
- Utilize Employee Console, MAS, Salesforce, and Elements to maintain accurate customer records, track contracts and renewals, document interactions, and support internal reporting.
- Act as a key internal coordinator, building effective working relationships with Operations, Dispatch, Sales Managers, and support teams across Canada to ensure service delivery aligns with contractual commitments.
- Identify opportunities to optimize and grow internal portfolios, including service efficiencies, renewal strategies, and recommendations aligned with sustainability initiatives.
- Communicate regularly with customers via phone, email, and virtual meetings; attend on-site visits infrequently, as required.
III. Supervisory ResponsibilitiesThis job has no supervisory duties.
IV. QualificationsThe requirements listed below are representative of the qualifications necessary to perform the job.
A. Education and Experience
- Education: Bachelor's Degree (accredited) in Sales, Marketing, Business Administration or similar area of study, or in lieu of degree, High School Diploma or GED (accredited) and four (4) years of relevant work experience.
- Experience: Two (2) years of relationship management experience in environmental, waste or related service industry (in addition to education requirement).
B. Certificates, Licenses, Registrations or Other Requirements
C. Other Knowledge, Skills or Abilities
- RFP/RFQ-driven and compliance-based customer environments, including public sector, healthcare, and regulated industries
- Contract management, renewals, and service-level obligations
- Internal operational workflows across Operations, Dispatch, Billing, and Sales support
- Internal systems: Employee Console, MAS, Salesforce, and Elements
- Strong administrative, organizational, and time-management skills
- Clear written and verbal communication for proposals, documentation, and customer correspondence
- Proficiency in Excel and PowerPoint for analysis and presentations
- Ability to succeed in a process-driven, non-relationship-based environment
- Ability to manage high volumes of detailed, transactional work accurately
- Ability to work independently with consistent follow-through
- Bilingual (French & English) - For Quebec Applicants: We require a bilingual speaking program manager because this role requires frequent interactions and communications with employees, customers and others who are located outside of Quebec.
V. Work EnvironmentListed 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.
- Valid driver's license, reliable transportation carrying the required amount of insurance as outlined by the company;
- Normal setting for this job is an office setting, will require travel to field locations.
The expected base pay range for this office position is $80,000 - 110,000$ . This range represents a good faith estimate for this position. The specific salary offered to a successful candidate may be influenced by a variety of factors including the candidate's relevant experience, education, training, certifications, qualifications, and work location. This position is for an existing vacancy. In addition, this position is eligible for bonus.
BenefitsAt Waste Management, each eligible employee receives a competitive total compensation package including Medical, Dental, Vision, Life Insurance and Short Term Disability. As well as a Stock Purchase Plan, Company match on RRSP, and more! Our employees also receive Paid Vacation, Holidays, and Personal Days. Please note that benefits may vary by site.
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