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Company

WM · 6 hours ago

Senior Director II - National Account Sales, Strategic Business Solutions

Windsor, CT

Full-time

Remote

Director/Executive

$179K/yr - $258K/yr

10+ years exp

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Responsibilities

Drives National Account revenue and EBIT growth.

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.

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.

Aligns field and national sales resources to ensure market coverage of National Account customers.

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.

Assists with the development of marketing materials for use by National Accounts and Field Sales Representatives.

Assists with the development of training materials for use by National Accounts and Field Sales Representatives.

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.

Oversee and develop team’s use and understanding of tools and internal services (e.g., training program content, support available etc.).

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.

Accompany sales team on customer visits and presentations to promote and support relationship building and deal-closing.

Cultivate an in-depth understanding of vertical markets, industry trends, competition, assigned accounts, and environmental needs/offer.

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.

Manage revenue, profitability, and cost structure.

Estimated travel requirement is 20%-30%.

Qualification

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Sales ManagementClient Relationship ManagementStrategic PlanningEnvironmental Industry KnowledgeFinancial AnalysisMicrosoft Office SuitePro-forma Analysis

Required

Bachelor’s Degree (accredited) in Business Administration or technical area of study, or in lieu of degree, High School Diploma or GED (accredited) and four (4) years of relevant work experience.

Ten (10) years of professional sales experience in an Environmental, Waste, or related industry with five (5) years selling into corporate and/or large accounts (in addition to education requirement).

Previous experience successfully managing $500M of annual business and selling/retention of $50M new business annually.

Must have a working knowledge of transportation and disposal of both hazardous and non-hazardous waste.

Ability to convert customer cancellation requests to maintain revenue levels, and/or complex negotiations skills required.

Executive level client relationship and presentation experience.

Must be able to interact with all levels of personnel-waste coordinators to executive level.

Must have ability to travel nationally at least 50% of the time.

Must have advanced skills using the Microsoft Office suite, including Word, Excel, and PowerPoint.

Must possess excellent verbal and written communication skills.

In-depth understanding of WM’s sales and operational organizations - both field and corporate.

Proven ability to lead cross-functional teams.

Proven success creating consensus and support for new ideas.

Ability to think creatively, to design customer specific solutions and to forecast future customer needs.