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Major Account Rep

Company Name:
Waste Management
Equal Opportunity Employer: Minority/Female/Disability/Veteran
Other Possible Location: N/A
Job Schedule: N/A
Job Shift: Standard Business Hours
Pay: N/A
Travel: Rare 1-5%
Relocation: N/A
As a Fortune 200 company we are the leading provider of comprehensive waste and environmental services in North America. At Waste Management, green is more than just the color of our trucks and containers, it is a daily reminder to our more than 40,000 employees across the US and Canada of the important role each of us plays as stewards of the environment. We strive to make a difference for the environment, for communities and for people. We are strongly committed to a foundation of financial strength, operating excellence and professionalism. Currently, Waste Management is seeking a Major Account Representative based in Tuscaloosa, AL. Read below for more details.
Job Summary
Generates new account revenue utilizing a consultative selling approach in the sale of Waste Management services to large, complex accounts as assigned. Prospects and closes major accounts to achieve budgeted sales goals. Develops and implements sound selling strategies that ensure revenue growth at target or greater profitability levels by selling to new customers only.
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. Communicates to and works with the Market Area Sales Manager to resolve unique customer issues.
Effectively manages prospects by developing sound marketing plans and maintaining key information in the prospect database.
Maintains sales pipeline to achieve goals for new sales.
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 uses Waste Management sales productivity software tools (i.e. Prospect & Customer Database, Proposal Program, Pricing Tools, etc.).
Uses in depth industry and company knowledge, prepares complex proposals and makes recommendations on equipment optimization and leasing options.
Proposes customer solutions that are compliant with appropriate local, state and federal regulations.
Supervisory Responsibilities
This job has no supervisory duties.
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
Gain Commitment
Influence and Negotiate
Manage Work/Time
Plan and Organize
Use Ethical Practices
Problem solving skills
Proficient with computer and software applications
Benefits
At Waste Management, each eligible employee receives a competitive total compensation package including Medical, Dental, Vision, Life Insurance and Short Term Disability. We offer a Stock Purchase Plan, Company match on 401k plan, flexible spending accounts and more! Our employees also receive Paid Vacation, Holidays and Personal Days. Please note that benefits may vary by site.
Waste Management is an equal opportunity / affirmative action employer (M/F/H/ V).
Company Description:
Our 45,000 employees are committed to Environmental Performance -- our mission to maximize resource value, while minimizing environmental impact so that both our economy and our environment can thrive. Serving nearly 20 million residential, industrial, municipal and commercial customers, Waste Management posted $13.4 billion of revenues in 2011.

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