Territory Manager, Non Recurring Services

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.

Being number one means WM invests in our Sales teams� success by providing access to state-of-the-art systems and processes, industry-leading services and the best leadership in the business.  Our exceptional sales professionals help deliver satisfaction to our clients throughout North America. If you are passionate about helping others and seeking challenging and interesting employment, apply today!

 

I.  Job Summary

Generates revenue growth by utilizing a consultative selling approach in prospective and current Waste Management customers.  Responsible for managing 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 TM is also responsible for prospecting and closing to achieve budgeted sales goals by developing and implementing sound selling strategies that ensure revenue growth by selling to new customers.

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. 

� 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.
� Effectively manages prospects by developing sound marketing plans and maintaining key information in the prospect database.
� Meets or exceeds new sales call activity goals for both permanent as well as event-based roll-off services.
� 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.

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 sales experience. Experience: 3-years of work experience (in addition to education requirement) 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. (in addition to education)

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

General Competencies Include: Build Relationships Communicate With Impact Demonstrate Professionalism Make Sound Decisions Think Strategically Produce Results Know the Business Influence and Negotiate Manage Work/Time Use Ethical Practices

V.  Work Environment

Listed below are key points regar