Equal Opportunity Employer: Minority/Female/Disability/Veteran
Waste Management (WM), a Fortune 250 company, is the leading provider of comprehensive waste and environmental services in North America. We are strongly committed to a foundation of operating excellence, professionalism and financial strength. WM serves nearly 25 million customers in residential, commercial, industrial and municipal markets throughout North America through a network of collection operations, transfer stations, landfills, recycling facilities and waste-based energy production projects.
Being number one means WM invests in our Sales teams’ success by providing access to state-of-the-art systems and processes, industry-leading services and the best leadership in the business. Our exceptional sales professionals help deliver satisfaction to our clients throughout North America. If you are passionate about helping others and seeking challenging and interesting employment, apply today!
I. Position Summary
Establishes strategic sales approach to large (Fortune 500) customers. Generates revenue growth by utilizing a consultative solution-based selling approach in the attraction and retention of large Waste Management accounts. Develops and executes strategy to obtain new 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.
Develop the strategic synergies between WM’s service offerings and our customers.
Able to deliver consultative solution-based sales approaches to “c suite” level executives articulating the unique alignment of values between WM and the customer.
Develop long-term, mutually beneficial business relationships which grows Grow existing revenue
Develop unique approaches to new businesses
Manage a book of business of approximately 50 million.
Work with Corporate and Area personnel to develop National and Regional Account sales strategies.
Successfully negotiates large dollar value, complex multi-yearcontracts with WM’s terms and conditions
Serve as the single point of contact for corporate customers, and manage assigned Waste Management business relationships for selected National customers.
Mentor National Account Managers.
III. Supervisory Responsibilities
Only team supervisory skills required in this job; no direct reports are supervised.
The requirements listed below are representative of the qualifications necessary to perform the job:
A. Education and Experience
Education: Bachelor's Degree (accredited) in Business Administration or a Technical area of study or in lieu of degree, High School Diploma or GED (accredited) and four years of relevant work experience.
Experience: Seven years of prior professional sales experience in an Environmental, Waste, or related industry with three years selling into corporate and/or large accounts (in addition to education requirement).
B. Certificates, Licenses, Registrations or Other Requirements
C. Other Knowledge, Skills or Abilities Required
Previous experience successfully managing/selling $200M revenue per year.
Must have a working knowledge of transportation and disposal of both hazardous and non-hazardous waste.
Ability to convert customer cancellation requests in order to maintain revenue levels, and/or complex negotiations skills required.
Executive level client relationship and presentation experience
Must be able to interact with all levels of personnel-waste coordinators to executive level.
Must have ability to travel nationally at least _% of the time.
Must have advanced skills using the Microsoft Office suite, including Word, Excel and PowerPoint.
Must possess excellent verbal and written communication skills.
V. 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.
Normal setting for this job is: office setting and/or landfill/outdoor.
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 a Stock Purchase Plan, Company match on 401K, and more! Our employees also receive Paid Vacation, Holidays, and Personal Days. Please note that benefits may vary by site.
If this sounds like the opportunity that you have been looking for, please click "Apply.”
I understand that applying to this job indicates that I have the legal right to work in the United States. I agree to perform physical duties of this position as outlined in the job with or without reasonable accommodations. I understand that if offered the position, I will be required to pass a drug screen.