Job Description

Quick Snapshot

For this role, we are looking for a true sales leader! The right candidate will have:

• Previous experience managing or leading sales peers to sell a service-based solution to business to business customers (B2B)
• A passion for coaching and developing others through field-based ride alongs and real-time 1:1s
• A focus on revenue generation and new business / prospecting strategies to foster healthy pipelines
• The ability to support our reps with customer retention and key account management

Candidates need to be based in Birmingham or Huntsville, AL, and some local travel should be expected.

I. Job Summary

Generates profitable new account revenue by leading a team of 9 Sr. Account Executives (SAEs) across the state of Alabama, plus Columbus, GA. Assists in developing and executing the Area's Sales and Marketing Plan in order to improve revenue quality through price and service decisions. This includes executing strategies to grow market share, acquire new business, and expand WM's presence within assigned territories. This is a management position. Placement into or advancement to this position is dependent upon individual performance, local market conditions and/or district's requirements. This position is eligible to participate in sales incentive and recognition programs upon successful completion of training prerequisites and Area management approval.

II. Essential Duties and Responsibilities

• Leads the Area’s new business development efforts by directing and supporting SAEs in prospecting, competitive takeaways, and market share growth; assigns new business targets and ensures consistent field execution.

• Drives the Area’s growth strategy by reinforcing disciplined prospecting, cross selling, and pipeline development practices; partners with Sales and Retention teams to ensure alignment between acquisition and retention priorities.

• Demonstrates outstanding management and customer service skills to motivate team members and affect a loyal customer base.

• Establishes and maintains a high level of customer satisfaction on all transactions with existing customers. Communicates to and works with the Area Management Team to help resolve unique customer issues.

• Supervises activities of the Sales Department. Ensures team members meet or exceed call activity, proactive retention, pricing improvement, service upgrades, and service agreement conversion goals. Also ensure SAEs meet or exceed new business acquisition, prospecting activity, and cross-selling expectations.

• Maintains an ongoing training, coaching and mentoring program in order to develop the skills of retention personnel. Provides field-based coaching to SAEs to strengthen hunting behaviors, competitive positioning, and pipeline development.

• Works with the Area Sales Manager to communicate and effectively manage the Area’s price increase strategies including meeting price increase goals.

• Effectively manages, maintains and ensures the use of WM sales tools (i.e. Proposal Program, Customer Database, Pricing Tools, etc.). Ensure SAEs leverage these tools to support prospecting, lead generation, and new business proposals.

• Analyzes lost business trends and recommends corrective actions. Analyzes competitive activity and identifies opportunities for market share growth.

• Provides expert industry knowledge and interpretation of regulations to retention team and customers.

• Regularly meets with customer executives to ensure client needs are being met and expectations are exceeded. Also participates in field rides and prospect meetings to support new business development and strengthen customer acquisition efforts.

• Interviews and recruits qualified candidates for open SAE positions as needed.

III. Qualifications

A. Required Qualifications

• Bachelor's Degree (accredited) or in lieu of degree,

• High School Diploma or GED (accredited) and five (5) years of business-to-business sales

• 5 years relevant work experience (in addition to the education requirement)

B. Preferred Qualifications

• Experience in managing sales people in the field / outside

• Experience with CRM tools, preferably Salesforce

IV. Physical Requirements

• This job primarily operates in a professional office environment and routinely requires the use of standard office equipment such as computers, phones, copy machines, etc.

V. Benefits

At WM, 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.

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

Equal Employment Opportunity

For United States: WM is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, gender identity, national origin, age, disability, status as a protected veteran or any other characteristic protected under applicable federal, state, or local law.

For Canada: WM is committed to the principle of equal employment for all applicants and employees, without discrimination on the basis of all grounds protected by applicable human rights legislation. Accommodations are available on request for candidates taking part in all aspects of the selection process. Please notify us if you require accommodation.

Real ID

In order to travel by air or access federal property, federal law requires individuals have a REAL ID or an acceptable alternative. This position may require the successful candidate to travel by air for business reasons, or service federal property. Accordingly, successful candidates must have, or be willing to obtain, a REAL ID, or TSA approved alternative.