As an EEO/Affirmative Action Employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, or veteran status.

This is a hybrid position, and the candidate will need to live in the market area and be able to travel by car to an office or Customers when needed.

I.  Job Summary

Generates profitable new account revenue by leading team of Outside Sales Representatives. Assists in developing and executing the Market Area's Sales and Marketing Plan in order to achieve revenue goals for the Outside Sales channel. Identifies, qualifies and ranks prospects and assigns selling responsibility to the appropriate Outside Sales Representative (OSR).

 

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. 

 Maintains and reinforces the corporate sales strategy and design with the Outside Sales Team. Establishes and maintains a high level of customer satisfaction.  Communicates to and works with Market Area Management to resolve unique prospective customer issues. Demonstrates outstanding management and customer service skills to motivate sales team members.  Maintains an ongoing training, coaching and mentoring program in order to develop the skills of OSRs. Supervises activities of the OSRs and ensures that team members meet or exceed sales call activity, sales pipeline growth, and new sales revenue. Effectively manages, maintains and ensures the use of Waste Management sales tools (i.e. Prospect Management, Proposal Program, Pricing Tools, etc.). Ensures entire Outside Sales Team is well trained in the use of these tools. Provides expert industry knowledge and interpretation to OSRs and customers. Assists in the communication and maintenance of the Market Area's pricing and service strategies. Interviews and selects qualified candidates for OSR positions.

III.  Supervisory Responsibilities

The highest level of supervisory skills required in this job is the management of supervisory employees.  This includes:

 Direct supervision of ________ full-time employees, including: Indirect supervision of ________ full-time employees.

IV.  Qualifications

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 of relevant work experience. Experience: 3 years of work experience (in addition to education requirement), in direct business-to-business sales, business-to-business cold calling, and phone based business-to-business prospecting resulting in successfully obtaining customer appointments. Internal requirements include 3-years proven success in a Level 4-6 sales position.

This is a management position. Placement into or advancement to this position is dependent upon individual performance, local market conditions and/or district's requirements. This position is eligible to participate in sales compensation and recognition programs upon successful completion of training prerequisites and Market Area management approval.

 

B.  Certificates, Licenses, Registrations or Other Requirements

None required.

C. Other Knowledge, Skills or Abilities Required

Candidates must be able to: build relationships, communicate with impact, demonstrate adaptability, think analytically, demonstrate integrity and courage, demonstrate professionalism, demonstrate leadership/coaching, initiate action, produce results, think strategically, focus on customers, gain commitment, influence and negotiate, leverage diversity, manage work/time, plan and organize, and use ethical practices.

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.  

The expected base pay range for this position across the U.S is $108,675 - $153,278 This range represents a good faith estimate for this position. The specific salary offered to a successful candidate may be influenced by a variety of factors including the candidate’s relevant experience, education, training, certifications, qualifications, and work location. 

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.

 

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