Job DescriptionAs 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.
Quick SnapshotThis is an outside / field sales role covering the cities of Atlanta and Nashville. This will be a hybrid / work-from-home position, but will be based in the Atlanta area (Alpharetta is the office location).
Candidates must be local to north Atlanta / Alpharetta, GA. This position is 70% hunter (calling on new business) and 30% farming (retention of existing accounts). Prior outside / field sales experience in a business to business (B2B) setting will be preferred, with a strong preference for someone who loves to hunt and prospect for new business.
Note: This person will travel regularly to Nashville, with an overnight expectation of 30%. There will also be some occasional trips to Little Rock, AR.
I. Job SummaryThe WMRA Account Executive-Sourcing position generates new account revenue in new accounts and revenue growth in existing accounts utilizing a consultative selling approach in the sale of Waste Management recycling services to large, complex accounts. The AE-Sourcing is responsible for prospecting and closing sales to new customers to achieve budgeted sales goals. The AE-Sourcing develops and implements sound selling strategies that ensure revenue growth at target or greater profitability levels by selling to new customers only.
In addition, the AE-Sourcing is 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 AE-Sourcing will "save, secure, and convert" 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. All escalations for customer service within the defined territory will be resolved through this position.
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.
II. Essential Duties and ResponsibilitiesTo perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other minor duties may be assigned.
- Establish and maintain a high level of customer satisfaction. Communicate to and work with the Director-Sourcing Sales to resolve unique customer issues.
- Effectively manage prospects by developing sound marketing plans and maintaining key information in the prospect database. Maintain sales pipeline to achieve goals for new sales.
- Match (WMRA recycling) services with customer needs by demonstrating knowledge of customers, pricing and competition; effectively communicate pricing and service strategies; proactively engage other Waste Management business opportunities, referring internally as appropriate.
- Work closely and effectively communicate with Plant Managers and Brokerage Account Managers to assist in upgrading materials to increase profitability and achieve plant goals.
- Using in depth industry and company knowledge, prepare complex proposals and make recommendations on equipment optimization and leasing options.
- Maintain current knowledge of external market trends and internal sale strategies and operational capabilities.
- Reduce lost accounts by diffusing cancellation requests. Meet or exceed sales call activity goals for proactive account retention.
- Increase revenue and profitability by executing sound plans on retention calls to improve the customers' service and/or profitability.
- Effectively use Waste Management sales productivity software tools (i.e. Prospect and Customer Database, Proposal Program, Pricing Tools, etc.). Update and secure customer service agreements.
- Acquire in depth industry and company knowledge in order to prepare complex proposals and make recommendations on equipment optimization and leasing options.
- Propose customer solutions that are compliant with appropriate local, state and federal regulations. Establish and maintain a high level of customer satisfaction. This includes meeting customer retention goals. Communicate to and work with the (Recycle America) Sales Director to resolve unique customer issues.
- Other duties as assigned.
III. Supervisory ResponsibilitiesThis job has no supervisory duties.
IV. QualificationsThe requirements listed below are representative of the minimum qualifications necessary to perform the job.
Education and Experience
- Education: Bachelor's degree (accredited), or in lieu of degree, High School Diploma or GED (accredited) and five (5) years of progressive and successful business-to-business sales including business-to-business cold calling, phone-based business-to-business prospecting resulting in successfully obtaining customer appointments.
- Experience: Three (3) years in direct business-to-business sales, business-to-business cold calling, and phone-based business-to-business prospecting resulting in successfully obtaining customer appointments (in addition to education requirements).
Certificates, Licenses, Registrations or Other Requirements
Other Knowledge, Skills or Abilities Required
General Competencies Include:
- Build Relationships
- Communicate With Impact
- Demonstrate Adaptability
- 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
V. Work EnvironmentListed 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.
VI. BenefitsYou'll receive a top-notch benefits package, including Medical, Dental, Vision, Life Insurance and Short and Long Term Disability. We have a great Employee Stock Purchase Program (ESPP), a fantastic company match on 401K (4.5% with NO vesting period),
unlimited vacation time, and
we'll also pay for 100% of your education! If this sounds like the opportunity that you have been looking for, please click "Apply."
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About Us ABOUT WM WM (WM.com) is North America's largest comprehensive waste management environmental solutions provider. Previously known as Waste Management and based in Houston, Texas, WM is driven by commitments to put people first and achieve success with integrity. The company, through its subsidiaries, provides collection, recycling and disposal services to millions of residential, commercial, industrial and municipal customers throughout the U.S. and Canada. With innovative infrastructure and capabilities in recycling, organics and renewable energy, WM provides environmental solutions to and collaborates with its customers in helping them achieve their sustainability goals. WM has the largest disposal network and collection fleet in North America, is the largest recycler of post-consumer materials and is the leader in beneficial reuse of landfill gas, with a growing network of renewable natural gas plants and the most gas-to-electricity plants in North America. WM's fleet includes nearly 11,000 natural gas trucks - the largest heavy-duty natural gas truck fleet of its kind in North America - where more than half are fueled by renewable natural gas. To learn more about WM and the company's sustainability progress and solutions, visit Sustainability.WM.com.
About the TeamWhat is the value of a WM job? At WM we know that the value of a WM job is more than a paycheck. It's a way to create opportunities for you and your family. This is why we are constantly working to make WM a great place to work and grow a career. We Are WM is what defines the perks of being in the WM family - from benefits, to resources and engagement activities.
We are People First. We are Committed to Your Growth. We Are Investing in You. We are a Family. We are Stable. We are Always Working for a Sustainable Tomorrow.
