Waste Management Account Manager - Construction in Greenwood Village, Colorado
Equal Opportunity Employer: Minority/Female/Disability/Veteran
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.
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.
Sales opportunity analysis.
III. Supervisory Responsibilities
This job has no supervisory duties.
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 sales experience.
Experience: 1 year work experience (in addition to education requirement) in direct business-to-business sales, and phone based business-to-business prospecting resulting in successfully obtaining customer appointments
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 Builder.
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:
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
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.
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."
I understand that applying to this job indicates that I have the legal right to work in the United States. I agree to perform physical duties of this position as outlined in the job with or without reasonable accommodations. I understand that if offered the position, I will be required to pass a drug screen.