Waste Management Account Manager - Austin, TX in Austin, Texas
Equal Opportunity Employer: Minority/Female/Disability/Veteran
Waste Management (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.
I. Job Summary
Farming: The main component of this job involves managing and maintaining existing accounts, which we call "farming". You will generate revenue growth by utilizing a consultative selling approach in the retention of current Waste Management customers. You will manage 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 Account Manager 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.
Hunting: The secondary component of this job will acquire new business, through both existing accounts and brand new business opportunities. We call this "hunting". This involves prospecting related activities and administrative work, including proposals. The job is an outside role, with time spent in the field, prospecting for and selling to potential 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.
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.
Ensures that Bucket 1, 2, and 3 customers have current signed written agreements on file and the appropriate service agreement information is entered into MAS.
III. Supervisory Responsibilities
This job has no supervisory duties.
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 five (5) years of sales experience.
Experience: Three (3) years of work experience 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 requirement).
Applicable experience may be substituted for education requirements.
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:
Communicate With Impact
Make Sound Decisions
Know the Business
Influence and Negotiate
Use Ethical Practices
Problem solving skills
Proficient with computer and software applications
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.
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.
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.
If this sounds like the opportunity that you have been looking for, please click "Apply.”
I understand that applying to this job indicates that I have the legal right to work in the United States. I agree to perform physical duties of this position as outlined in the job with or without reasonable accommodations. I understand that if offered the position, I will be required to pass a drug screen.