Education Solutions Rep Sr
I. Job Summary
Uses sales skills and content knowledge to promote and assist with sales and service activities for customers within the education segment (higher education and K-12) and prospects in a designated Area. Uses a consultative selling approach to gain new customers and retain/expand business with current Waste Management customers. Assists in establishing and maintaining effective working relationships with Waste Management's franchise operations in cities, counties, and special districts ensuring that existing, extended, and new contracts are favorable to the Company.
Serves as a company representative for school administrators, procurement directors, facilities directors, and school board members.
II. Essential Duties and Responsibilities
To perform this job successfully, an individual must be able to satisfactorily execute the following duties and responsibilities:
- Develop market strategies that identify retention and growth opportunities that include supporting strategies, resources and timelines necessary to accomplish goals.
Customer Retention: Manage existing accounts including relationship management, contract terms, service offerings, price increases and extensions for school districts/college systems to meet assigned business retention goals. Must be able to identify and actively grow existing accounts by up-selling value added services throughout the term of the relationship.
New Business Growth: Responsible for identifying new business opportunities within their assigned territory and meeting assigned new business goals. Potential targets include: public schools, private schools, vocational institutions, and community colleges and universities
- Must be confident in presenting to small groups and large audiences.
- Effectively represent Waste Management at tradeshows and follow-up and close education leads gained through tradeshow participation.
- Develop community partnerships with school administrators of K-12 and higher education school board members and key community stakeholders to strengthen the Waste Management brand. Maintain and enhance customer relationships and satisfaction through involvement in the community. This includes but is not limited to: attending school and public functions, School Board meetings and other community events, conducting community educational and informational outreach and working with appropriate media outlets for communication purposes.
- Ability to collaborate and work with various internal departments to provide the best in service to our customers. Ability to effectively work with internal employees at various levels of the organization to effectively manage internal relationships.
- Utilize contract management and audit tools to maximize contract value and compliance
- Utilize revenue acceleration tools for existing contract renewals and target pursuits, shaping RFP's and existing contracts to provide value propositions that match customer needs and Waste Management offerings.
- Coordinate, oversee and manage all proposal responses, including pricing analysis, reporting and other exhibits as required.
- Continue to build skills by participating in on-going training offered by the Company
III. Supervisory Responsibilities
This job has no supervisory duties, but may serve as a mentor/team lead for other Education Solutions Rep Juniors.
IV. Qualifications
The requirements listed below are representative of the qualifications necessary to perform the job:
A. Education and Experience
Required: Associate's Degree or equivalent experience in Business Administration or Communications
Preferred: Bachelor's Degree or equivalent experience in Business Administration or Communication
5+ years prior successful sales experience working with school districts and/or university systems is required. Thorough knowledge of school structures and decision making processes is required. Ability to reach decision makers with the WM value proposition.
B. Certificates, Licenses, Registrations or Other Requirements
None required
C. Other Knowledge, Skills or Abilities Required
- Expert negotiation skills with record of sales successes. Thorough understanding of profitability analysis and pricing process.
- Thoroughly proficient in bid preparation and contract management. Able to coach and guide others in this area.
- Demonstrated organizational capabilities
- Self-starter, able to work with minimal supervision
- Excellent verbal and written communication skills including the ability to effectively deliver presentations to small and large groups
- Experience working with longer sales cycles of 12-18 months.
II. 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.
- Required to use motor coordination with finger dexterity (such as keyboarding, machine operation, etc) part of the work day
- Required to exert physical effort in handling objects less than 30 pounds rarely
- Required to be exposed to physical occupational risks (such as cuts, burns, exposure to toxic chemicals, etc) rarely
- Required to be exposed to physical environment which involves dirt, odors, noise, weather extremes or similar elements rarely
- Normal setting for this job is an office setting
NOTE: In order to fulfill the performance objectives of this position, the successful Education Solutions Representative must perform the principal/essential duties satisfactorily. The requirements listed above represent the knowledge, skill and/or ability required by this position. Waste Management will make reasonable accommodations to enable individuals with disabilities to perform the essential functions