Senior Director II - National Account Sales, Strategic Business Solutions

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.

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.

This role would support WM Strategic Business Solutions (SBS), who are responsible for managing WMs largest, most prestigious national customers. SBS serves as the one-stop shop for the largest corporations in the US. Through industry leading reporting, centralized billing & service, and pricing, WM SBS provides an exceptional value proposition to our customers. With approximately 700+ dedicated employees, a state-of-the-art customer management system, and the goal of expanding into international markets, WM SBS is helping WM transform our industry.

I. Job Summary
Leads sales and strategic efforts for National Accounts customers. Ensures account retention and profitable revenue growth at both a national and field level through proactive planning, direction, and management of a team of national sales and support personnel and through the support of field level sales. Represents the view of all segments in assisting WM to identify customer needs, growth opportunities and new service offerings.

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. 

1. Drives National Account revenue and EBIT growth. 
2. Creates clarity around the customer needs within National Accounts client groups. Ensures that WM creates service offerings which meet the holistic needs of our customers across WM’s service lines. Develops the strategy and interacts with Company operational and sales leaders to create support for customer focused solutions.
3. Analyzes customer needs across the customer’s value chain. Identifies key needs and develops solutions utilizing all of WM’s offerings and those of third-party partners.
4. Aligns field and national sales resources to ensure market coverage of National Account customers.
5. Acts as the champion for National Account customer needs across the WM organization. Provides internal education across company service lines of these customer needs. Works closely with WM personnel to ensure all customer needs are met.
6. Assists with the development of marketing materials for use by National Accounts and Field Sales Representatives.
7. Assists with the development of training materials for use by National Accounts and Field Sales Representatives.
8. Provide vision, guidance, and motivation to National Account Managers (NAM) and Program Managers (PM) in an enabling environment, communicating expectations and clear lines of accountability for all job responsibilities.
9. Oversee and develop team’s use and understanding of tools and internal services (e.g., training program content, support available etc.).
10. Provide coaching and support to sales team on presentation development in conjunction with proposal writer, with a goal of strengthening the sales team’s messaging skills. Develop and maintain continuous self-improvement programs for team.
11. Accompany sales team on customer visits and presentations to promote and support relationship building and deal-closing. 
12. Cultivate an in-depth understanding of vertical markets, industry trends, competition, assigned accounts, and environmental needs/offer.
13. Work with Sales leadership to develop national, regional, and local account sales strategies and responses. Participate in staff meetings, providing market information, competitive feedback, new technologies, internal and external needs of sales and support personnel.
14. Manage revenue, profitability, and cost structure.
15. Estimated travel requirement is 20%-30%.

III. Supervisory Responsibilities
The highest level of supervisory skills required in this job is the management of managerial employees.  This includes both direct sup