Major Acct Rep-Blend-Comm Prop
I. Job Summary
The Major Account Representative - Blended (MAR-B) position 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. The MAR-B is responsible for prospecting and closing sales to new customers to achieve budgeted sales goals. The MAR-B develops and implements sound selling strategies that ensure revenue growth at target or greater profitability levels by selling to new customers only.
In addition the MAR-B is responsible for 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. The MAR-B 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.
This is a field-based position. This position is eligible to participate in sales compensation and recognition programs upon successful completion of sales orientation and/or training programs.
II. Essential Duties and Responsibilities include the following. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other minor duties may be assigned.
- Initiating 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
- Devising sales approaches and solutions
- Marshalling resources
- Sales negotiation
- Sales opportunity analysis
III. Supervisory Responsibilities
This job has no supervisory duties.
IV. The requirements listed below are representative of the qualifications necessary to perform the job.
A. Education and Experience
Required: Bachelor's degree or 5-years sales experience in lieu of bachelor's degree, plus 3 years in direct business-to-business sales, business-to-business cold calling, and phone based business-to-business prospecting resulting in successfully obtaining customer appointments.
Preferred: Bachelor's degree in Sales/Marketing plus 5-years of progressive and successful business-to-business sales.
B. Certificates, Licenses, Registrations or Other Requirements
• 20 hours of training-resource Conservation and Recovery Act (RCRA)
• Involved in one or more of the following: Building Owners and Managers Association (BOMA), American Institute of Architects (AIA), U.S. Green Build Council (USGBC), or Society of Industrial and Office Realtors® Foundation (SIORF)
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. General Competencies Include:
• 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
• Understanding of commercial property industry
• Understands "Green" influences and sustainability
• Analyze and solve problems
• Conduct formal presentations
• Able to design customized solutions that address more than just waste services
• Recognizes relationship networks, stake holder influence and strategic value
• Excellent business and communication skills
• Understands how to analyze sales trend data
• Understands how to calculate price and amounts such as discounts
• Basic software and web-based applications
• Able to successfully negotiate a complex sales cycle that lasts an average of 60 days with multiple stakeholders
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.
- 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: office setting and/or outside sales.
Additional Information:
- Travel Percentage: 25%
