Other Possible Location:
Job Shift: Day
Travel: Moderate 16-40%
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.
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.
Establishes and maintains a high level of customer satisfaction. This includes meeting customer retention goals. Communicates to and works with the Retention Manager to resolve unique customer issues.
Reduces lost 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.).
Acquires in depth industry and company knowledge in order to prepare complex proposals and make recommendations on equipment optimization and leasing options.
Proposes customer solutions that are compliant with appropriate local, state and federal regulations.
Updates and secures customer service agreements.
Ensures that Bucket 1, 2, and 3 customers have current signed written agreements on file and the appropriate service agreement information is entered into MAS.
This job has no supervisory duties.
The requirements listed below are representative of the qualifications necessary to perform the job.
A. Education and Experience
Required: Bachelor's degree from an accredited college/university or 5-years sales experience in lieu of bachelor's degree, plus 3-years in a non-consumer based industrial sales, commercial sales, or service industry environment that includes: successfully converting customer cancellation requests in order to maintain revenue.levels, and/or complex negotiations resulting in signed customer contracts. Internal requirements include 2-years proven success in a Level 3 sales position.
Preferred: Bachelor's degree in Sales/Marketing plus 5-years in a non-consumer based industrial sales, commercial sales, or service industry environment that includes: successfully converting customer cancellation requests in order to maintain revenue.
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.
B. Certificates, Licenses, Registrations or Other Requirements
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:
Communicate With Impact
Make Sound Decisions
Know the Business
Influence and Negotiate
Use Ethical Practices
Problem solving skills
Proficient with computer and software applications
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 Stock Purchase Plan, Company match on 401k plan, 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 Now."
Waste Management is the leading provider of comprehensive waste management and environmental services in North America. We are also a...