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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.Quick SnapshotThe Industrial Account Executive (IAE) will cover our middle Michigan and northern lower peninsula territory, which will include cities like Saginaw, Flint, Bay City, Grayling, Harrison, and Midland, MI. This will be a hybrid / remote position and candidates should be local to the area. This position is a combo hunter / farmer, meaning you will be responsible for new business as well as retention of existing accounts. Prior outside / field sales experience in an industrial setting will be preferred, with emphasis on technical and hazardous / special waste sales experience.I. Job SummaryPresents the full line of WM services to prospective WM customers or assigned area of responsibility. Manages existing revenues and develops revenue opportunities within an established geographical territory. Meets or exceeds individual sales goals for new business with industrial and hazardous waste customers.II. Essential Duties and Responsibilities
Effectively establishes, coordinates and cultivates relationships with internal and external customers. Interacts and works cohesively with the other industrial sales team members as well as partners with the collection (hauling) and post collection (disposal) operational teams at WM within the defined territory.
Achieves or exceeds budgeted revenue goals for new business with industrial and hazardous waste customers in assigned sales territory. Annual revenue managed +/- $20M annually.
Maintains existing base business; identify new waste streams and new base business customers. Targets base/continuous customers such as refineries, industrial processing/manufacturing facilities and wastewater treatment facilities as well as event/one-time business disposal opportunities such as securing remediation soil, volume derived from the demolition of structures and asbestos abatement activities.
Identifies local market dynamics and defines/implements basic countermeasures to offset competitive campaigns, pricing deterioration, and/or changes to regulatory drivers.
Develops and implements comprehensive sales strategy for assigned territory in conjunction with division sales plan and goals.
Drives pre-tax profits through innovative pricing and contracting strategies.
Works in tandem with Technical Service Representatives to assist customers in every aspect of waste disposal process. This includes but is not limited to: waste profiling, proposal preparation, pricing, contracting, and providing regulatory updates.
Demonstrates a working knowledge of industrial and hazardous waste regulations (RCRA, TSCA, CERCLA).
Demonstrates superior sales, organizational and negotiating skills.
Assists in collecting receivables within contracted period.
Communicates competitive and market information to management to assist in business unit planning and strategies.
Maintains firm adherence to the management and control of confidential information.
Provides monthly sales reports, sales leads and expenses on a timely basis.
Attends industrial sales meetings and training classes as deemed appropriate.
Performs special projects and other tasks as assigned by the Industrial Sales Manager.
III. QualificationsThe requirements listed below are representative of the qualifications necessary to perform the job.A. Education and ExperienceEducation: Bachelor's Degree (accredited) or in lieu of degree, or High School Diploma or GED (accredited) and 5 years of relevant work experience required.Experience: 3 years of…Industrial or hazardous waste sales work experience (in addition to education requirement) (preferred)orProject Management/business development experience in heavy civil construction (preferred)orProcessing/manufacturing segment (preferred)orEnvironmental Consulting (preferred)B. Certificates, Licenses, Registrations or Other RequirementsCHMM or equivalent preferred.C. Other Knowledge, Skills or Abilities RequiredKnowledge of hazardous waste requirements, and DOT regulations required. Excellent oral and written skills required. Must be self-motivated and possess excellent organizational skills.REASONING ABILITY: Ability to define problems, collect data, establish facts, and draw valid conclusions. Must be able to interpret and extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.LANGUAGE SKILLS: Must be able to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to respond to common inquires or complaints from customers, regulatory agencies, or members of the business community. Must demonstrate the ability to write reports, and business correspondence. Must effectively present information to top management, public groups, customers, and public.MATHEMATICAL SKILLS: Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Must be able to apply concepts of basic algebra and geometry concepts.IV. Work Environment40-60% time spent in field working to establish relationships with customer base or prospects. 40%-60% of time spent in formal office setting or onsite at WM facility. Overnight travel required less than 10-20% of working days annually. Time spent in field may require ability to navigate facilities/job sites with proper personal protection equipment such as steel toe boots, hard hat, high visibility vest and safety glasses (provided).V. 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), generous vacation time, and go back to school for free with the Your Tomorrow education benefit!Equal Opportunity Employer: Minority/Female/Disability/Veteran
