Major Account Representative – Waste Management Recycle America
General Summary The WMRA (Waste Management Recycle America) Major Account Representative - Blended Sourcing position (MAR-B) generates new account revenue in new accounts and revenue growth in existing accounts utilizing a consultative selling approach in the sale of Waste Management recycling services to large, complex accounts.
Essential Functions
The MAR-B is responsible for:
- Prospecting and closing sales to new customers to achieve budgeted sales goals.
- Developing and implementing sound selling strategies that ensure revenue growth at target or greater profitability levels by selling to new customers only.
- Managing 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.
- "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.
- This position is eligible to participate in sales compensation and recognition programs upon successful completion of sales orientation and/or training programs.
Duties
1. Establish and maintain a high level of customer satisfaction. Communicate to and work with the Director - Sourcing Sales to resolve unique customer issues.
2. Effectively manage prospects by developing sound marketing plans and maintaining key information in the prospect database. Maintain sales pipeline to achieve goals for new sales.
3. Match WMRA recycling services with customer needs by demonstrating knowledge of customers, pricing and competition; effectively communicate pricing and service strategies; proactively engage other Waste Management business opportunities, referring internally as appropriate.
4. Work closely and effectively communicate with Plant Managers and Brokerage Account Managers to assist in upgrading materials to increase profitability and achieve plant goals.
5. Using in depth industry and company knowledge, prepare complex proposals and make recommendations on equipment optimization and leasing options.
6. Maintain current knowledge of external market trends and internal sale strategies and operational capabilities.
7. Reduce lost accounts by diffusing cancellation requests. Meet or exceed sales call activity goals for proactive account retention.
8. Increase revenue and profitability by executing sound plans on retention calls to improve the customers' service and/or profitability.
9. Effectively use Waste Management sales productivity software tools (i.e. Prospect and Customer Database, Proposal Program, Pricing Tools, etc.). Update and secure customer service agreements.
10. Acquire in depth industry and company knowledge in order to prepare complex proposals and make recommendations on equipment optimization and leasing options.
11. Propose customer solutions that are compliant with appropriate local, state and federal regulations. Establish and maintain a high level of customer satisfaction. This includes meeting customer retention goals. Communicate to and work with the Recycle America Sales Director to resolve unique customer issues.
12. Other duties as assigned.
Minimum Requirements
Three (3) years of progressive and successful business-to-business sales
A bachelor's degree from an accredited college/university or equivalent business-to- business sales experience in lieu of bachelor's degree
Five years of progressive and successful business-to-business sales and two years of industry experience
Current Driver's License
Preferred:
A Bachelor's Degree in Sales/Marketing
Five years of progressive and successful business-to-business sales and two years of industry experience
At Waste Management, each eligible employee receives a competitive total compensation package - Health Care Benefits, Life Insurance, Short Term Disability, Vacation, Personal Days, Stock Purchase Plan, Incredible 401k plan, Tuition, Reimbursement and more! Please note that benefits may vary by site.
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Waste Management Recycle America (WMRA) strives to be your one-stop recycling resource. Our goal is to improve the sustainability and future growth of recycling programs to ensure that they work for everyone. Our vision is a reinvigorated recycling industry which offers communities and businesses more effective and affordable recycling program options. WM Recycle America provides manufacturers with the secure, consistent stream of high-quality raw materials they need to maintain operational efficiency.
Additional Information:
- Travel Percentage: 50%
