Job DescriptionI. Job Summary
Directs the development and execution of strategic plans and product development to secure environmental service contracts for Government (both Municipal and County), Educational and Federal facilities throughout an Area with less than $125 million in Public Sector annual revenue. Develops and maintains relationships with key political and community leaders and directs all aspects of the Area's political relationship base. Partners with the Area Vice President or Group Segment Director to identify growth targets and strategies. Develops budget and resource assessments to integrate sales/service offerings (recycling, organics etc.) within the Area. Hires, trains, coaches and manages Public Sector Sales Representatives. Communicates verbally and in writing with Waste Management senior leadership regarding financial proformas, acquisitions, and contracts.
II. Essential Duties and Responsibilities
- Establish and maintain strategic community partnerships to build significant, long-term relationships with key customers
- Build, maintain and manage political relationships with key decision makers and industry influencers in contracted communities
- Develop and manage annual operating expense budgets for public education, political and community activities and strategies
- Develop annual revenue budget and plans to meet goals, including price increase strategy and timing, capital needs, service offerings and resource allocations
- Oversee education and community outreach activities including, but not limited to, print, electronic media and direct mail campaigns
- Partner with Market Area leadership to develop growth and retention strategies to meet WM's growth goals
- Oversee audit and revenue management process of existing contracts, including legal compliance, reporting and revenue enhancement opportunities and ensure amendment terms and conditions are favorable to the company
- Develop competitive sales analysis on market trends, competitors and service offerings
- Develop, coach and manage sales reps utilizing effective feedback and available training tools and resources
- Develop talent assessments, action and succession plans for direct reports and staff
- Prepare weekly and monthly activity summaries as requested
- Work with other internal Waste Management departments to meet Market Area and customer objectives
- Develop and execute community and political plans and programs, both short and long range, to support sales and revenue objectives of organization
- Understand and guide negotiations for all contracts
- Oversee development and maintenance of customer database
- Guide preparation of sales activity reports and presents to executive management
III. Qualifications
A. Required Qualifications
- Bachelor's Degree (accredited) in Business Administration, Communications, Political Science, Economics, or similar area of study, in lieu of degree,
- High School Diploma or GED (accredited and 4 years of relevant work experience.
- 10+ years of relevant work experience in government relations, outside sales, public service, or related field (in addition to 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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