Job DescriptionI. Job SummaryPresents the full line of WM services to existing and prospective environmental customers across a defined Industrial Area and coaches sellers on effective presentation, while carrying own book of business.
II. Essential Duties and Responsibilities- Works autonomously while receiving a minimum amount of direct supervision and guidance, and exercises independent judgment to solve problems situations and make decisions on optimum correction and prevention methods.
- Effectively utilizes, coordinates and cultivates strong relationships with Market Areas, Customer Service, Approvals, laboratories, and Operations support teams.
- Achieves or exceeds budgeted revenue goals for assigned Industrial Market Area without sacrificing overall profitability of disposal facilities.
- Leverages existing Industrial Account Managers and TSC teams to drive revenue and profitability growth to meet the needs of the individual Market Areas, Groups and Corporation.
- Continually analyzes market forces and personnel dynamics while maintaining the delicate balance of customer satisfaction and growth without sacrificing company profitability.
- Regularly assesses market data, pricing trends, commission and labor costs to drive improve revenue and 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.
- Successfully implements all elements of the Industrial Sales Force Effectiveness rollout.
- 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.
- Defines and implements programs to improve market pricing through the use of A-C pricing tables, budgetary stretch goals, innovative pricing strategies, creative contracting strategies, and tactical teaming arrangements. Must be able to identify local market dynamics and be able to quickly define and implement well-devised countermeasures to offset competitive campaigns, pricing deterioration, and/or changes to regulatory drivers.
- Monitors TSC management and support team to insure that customer service standards are maintained at the highest levels in the industry. Strives for 100% customer satisfaction by setting the industry standard for excellence in profile turnaround time, billing accuracy and sales and service.
- Meets or surpasses receivables management goals without sacrificing revenue or customer satisfaction.
- Critiques and maintains working Business Plans for all discrete sales territories and for the Industrial Market Area.
- In addition to managing sand coaching sellers, carry own book of business.
- Maintains firm adherence to the management and control of confidential information.
- Provides timely and accurate submittal of all internal and external reports to customers and superiors including expense reports, commissions, bonuses, Weekly Activity Reports, Quarterly reports, and other reports as assigned to drive sales improvement.
- Travels as necessary to attend company functions, customer meetings, and provide critical and developmental oversight of Industrial Account Managers. Develops succession plans for each sales territory.
- Utilizes in-depth knowledge of environmental compliance regulations governing treatment, storage, and disposal of hazardous waste.
- Demonstrates the ability to work with all levels of management across multiple educational disciplines, and maintains control of confidential information.
III. Qualifications A. Required Qualifications
- Bachelor's Degree (accredited) in science or a related field or in lieu of degree
- High School Diploma or GED (accredited) and four (4) years of relevant work experience
- 3 years of relevant work experience in the hazardous waste industry and supervisory experience managing sales teams (in addition to education requirement).
- Valid Driver's License
B. Preferred Qualifications
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 RRSP, and more. Employees also receive paid vacation, holidays, and personal days. Please note that benefits may vary by site.
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