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Major Account Manager

Equal Opportunity Employer:
Minority/Female/Disability/Veteran Other Possible Location:
N/A Job Schedule:
N/A Job Shift:
1st Shift Pay:
N/A Travel:
Rare 1-5% Relocation:
N/A Job Summary Generates revenue growth by utilizing a consultative selling approach in the retention of current Waste Management major accounts.
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.
Essential Duties and Responsibilities To perform this job successfully, an individual must be able to perform the essential duties satisfactorily.
Other minor duties may be assigned and may vary by location.
?Saves, secures, and converts? 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.
Establishes and maintains a high level of customer satisfaction for major accounts.
This includes meeting customer retention goals.
Communicates to and works with the Retention Manager to resolve unique customer issues.
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.
).
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.
Supervisory Responsibilities This job has no supervisory responsibilities Qualifications 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 7-years business to business sales experience in lieu of bachelor?s degree, plus 5-years of progressive and successful business-to-business sales.
Internal requirements include 2-years proven success in a Level 4 sales position.
Preferred:
Bachelor?s degree in Sales/Marketing plus 7-years of progressive and successful business-to-business sales.
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 None required.
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:
Build Relationships Communicate With Impact Demonstrate Adaptability Demonstrate Integrity and Courage Demonstrate Professionalism Initiate Action Produce Results Think Strategically Focus On Customers Gain Commitment Influence and Negotiate Manage Work/Time Plan and Organize Use Ethical Practices Problem solving skills Proficient with computer and software applications 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.
Benefits 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 Now.
"

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