Senior Account Manager Construction

As an EEO/Affirmative Action Employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, or veteran status.

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. Job Summary

Generates revenue growth by utilizing a consultative selling approach in the retention of current Waste Management customers. 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. The Account Manager will -save, secure, and convert- by handling all customer cancellation requests, providing ongoing education of contract details to existing customers, and by obtaining customer contract commitments during face-to-face interactions. All escalations for customer service within the defined territory will be resolved through this position.

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.

Managing business to business sales relationships

Developing detailed proposals encompassing multiple services

Researching aspects of the waste and environmental services business

Attending conferences/symposiums as a means of networking and staying current with industry-and market-related information

Assignment management

Building trusting relationships

Providing high-impact Communication

Able to identify pertinent Local, County, State, and/or Federal government regulations

Responsible for prospecting and closing to achieve budgeted sales goals by developing and implementing sound selling strategies that ensure revenue growth by selling to new customers only

Manage prospects by developing sound marketing plans and maintaining key information in the prospect database

Reduces lost major accounts by diffusing cancellation requests. Meets or exceeds sales call activity goals for proactive account retention.

Increases revenue and profitability by executing sound plans on retention calls to improve the customers- service and/or profitability.

Matches Waste Management services with customer needs by demonstrating knowledge of customers, pricing and competition; effectively communicates pricing and service strategies; proactively engages other Waste

Management business opportunities, referring internally as appropriate.

Effectively use Waste Management sales productivity software tools (i.e. Prospect and Customer Database, Proposal Program, Pricing Tools, etc.).

Proposes customer solutions that are compliant with appropriate local, state and federal regulations.

Devising sales approaches and solutions

Marshalling resources

Sales negotiation

Sales opportunity analysis

III. Supervisory Responsibilities

This job has no supervisory duties.

IV. Qualifications

The requirements listed below are representative of the qualifications necessary to perform the job.

A. Education and Experience

Education: Bachelor-s Degree (accredited), or in lieu of degree, High School Diploma or GED (accredited) and 4 years of relevant work experience.

Experience: Three years of relevant work experience in direct business-to-business sales, and phone based business-to-business prospecting resulting in successfully obtaining customer appointments (in addition to education requirement).

B. Certificates, Licenses, Registrations or Other Requirements

20 hours of training with Resource Conservation and recovery Act (RCRA)

Certifications: WM CRA

Involved in one or more of the following: U.S. green Build council (USGBC), American Institute of Architects (AIA), Associated general Contractors of America (AGC), Building Owners and Managers Association (BOMA), or

National Association of Home Builders

C. Other Knowledge, Skills or Abilities Required

Ability to convert customer cancellation requests in order to maintain revenue levels, and/or complex negotiations skills required.

Comprehensive understanding of construction industry (phases, materials, waste, etc.)

Techniques for identifying and managing new business opportunities

Techniques for identifying and responding to objections

Techniques for bypassing -Gatekeepers-

Understands the competitive landscape in the local area

Understands -Green- influences and sustainability

Analyze and solve problems

Conduct formal presentations

Able to design customized solutions that address more than just waste services

Excellent business and communication skills

Understands how to calculate price and amounts such as discounts

Basic software and web-based applications

Active Learning

Sales Disposition

Motivational Fit

Sustainability

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 outside sales

Benefits

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.-

Equal Opportunity Employer: Minority/Female/Disability/Veteran