Job DescriptionI. Job Summary
Maintains and generates profitable revenue by leading a team of sales and account management representatives. Assists in developing and executing the Area's Sales and Marketing Plan in order to improve revenue quality through price and service decisions. This includes executing strategies to grow market share, acquire new business, and expand WM's presence within assigned territories.This is a management position. Placement into or advancement to this position is dependent upon individual performance, local market conditions and/or district's requirements. This position is eligible to participate in sales incentive and recognition programs upon successful completion of training prerequisites and Area management approval.
II. Essential Duties and Responsibilities
- Leads the Area's new business development efforts by directing and supporting SAEs in prospecting, competitive takeaways, and market share growth; assigns new business targets and ensures consistent field execution.
- Drives the Area's growth strategy by reinforcing disciplined prospecting, cross selling, and pipeline development practices; partners with Sales and Retention teams to ensure alignment between acquisition and retention priorities.
- Demonstrates outstanding management and customer service skills to motivate team members and affect a loyal customer base.
- Establishes and maintains a high level of customer satisfaction on all transactions with existing customers. Communicates to and works with the Area Management Team to help resolve unique customer issues.
- Supervises activities of the Sales Department. Ensures team members meet or exceed call activity, proactive retention, pricing improvement, service upgrades, and service agreement conversion goals. Also ensure SAEs meet or exceed new business acquisition, prospecting activity, and cross-selling expectations.
- Maintains an ongoing training, coaching and mentoring program in order to develop the skills of retention personnel. Provides field-based coaching to SAEs to strengthen hunting behaviors, competitive positioning, and pipeline development.
- Works with the Area Sales Manager to communicate and effectively manage the Area's price increase strategies including meeting price increase goals.
- Effectively manages, maintains and ensures the use of WM sales tools (i.e. Proposal Program, Customer Database, Pricing Tools, etc.). Ensure SAEs leverage these tools to support prospecting, lead generation, and new business proposals.
- Analyzes lost business trends and recommends corrective actions. Analyzes competitive activity and identifies opportunities for market share growth.
- Provides expert industry knowledge and interpretation of regulations to retention team and customers.
- Regularly meets with customer executives to ensure client needs are being met and expectations are exceeded. Also participates in field rides and prospect meetings to support new business development and strengthen customer acquisition efforts.
- Interviews and recruits qualified candidates for open SAE positions as needed.
III. Qualifications
A. Required Qualifications
- Bachelor's Degree (accredited) or in lieu of degree,
- High School Diploma or GED (accredited) and five (5) years of business-to-business sales
- 5 years relevant work experience (in addition to the education requirement)
B. Preferred Qualifications
IV. Physical Requirements
Listed 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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