Major Account Representative, Commercial Property - Full-time / Part-time

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.

Being number one means WM invests in our Sales teams' success by providing access to state-of-the-art systems and processes, industry-leading services and the best leadership in the business. Our exceptional sales professionals help deliver satisfaction to our clients throughout North America. If you are passionate about helping others and seeking challenging and interesting employment, apply today!

Territory: This position will cover the Dallas and Fort Worth area on a daily basis. It will occasionally require overnight travel to other areas in Texas, but no more than 10% of the time.

I. Job Summary

The Major Account Representative-Blended (or "MAR-B" for short) position is a 90/10 "blended" role, meaning it will combine a 90% "hunter" (new business/acquisition) focus with a light "farmer" (account management) skillset, as explained below. This position will have a primary focus on our Commercial Property segment of the business. As such, we will be looking for solid Commercial Property portfolio sales experience and mid to C-level sales aptitude. Proven networking experience in the Commercial Property space and effective membership in relevant professional associations are preferred.

Hunter (90%): The MAR-B generates new account revenue in new accounts and revenue growth within existing portfolio accounts utilizing a consultative selling approach in the sale of Waste Management waste, recycling and sustainability services to large, complex accounts. The MAR-B is responsible for prospecting and closing sales to new customers to achieve budgeted sales goals. The MAR-B develops and implements sound selling strategies that ensure revenue growth at target or greater profitability levels by selling to new customers.

Farmer (10%): In addition, the MAR-B is responsible for managing existing business relationships in order to achieve budgeted retention goals by developing and implementing sound retention strategies, utilizing strong negotiation efforts to preserve business, demonstrated relationship health principles and securing contract agreements from previously non-contracted customers. The MAR-B 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 Responsibilities

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other minor duties may be assigned.

• Initiating business to business sales relationships
• Managing a Rich, Real and Right sales Pipeline through CRM (Salesforce) solutions.
• Developing detailed proposals encompassing multiple services
• Researching aspects of the waste and environmental services business
• Attending association meetings/symposiums as a means of networking and staying current with industry-and market-related information
• Building trusting relationships
• Providing high-impact Communication
• Able to identify pertinent Local, County, State, and/or Federal government regulations
• Responsible for prospecting and closing to achieve budgeted sales goals by developing and implementing sound selling strategies that ensure revenue growth by selling to new customers
• Manage prospects by developing sound marketing plans and maintaining key information in the prospect database
• Devising sales approaches and solutions
• Marshalling resources
• Sales negotiation
• Sales opportunity analysis

III. Supervisory Responsibilities

This job has no supervisory duties.

IV. Qualifications

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 4 years of sales work experience.
• Experience: 5 years of work experience (in addition to education requirement) in direct business-to-business sales, business-to-business cold calling, and phone based business-to-business prospecting resulting in successfully obtaining customer appointments, preferably in the Commercial Property segment.

B. Certificates, Licenses, Registrations or Other Requirements

• Understanding of LEED Certification principles
• Involved in one or more of the following: Building Owners and Managers Association (BOMA), American Institute of Architects (AIA), U.S. Green Build Council (USGBC), Society of Industrial and Office Realtors® Foundation (SIORF), International Facility Managers Association (IFMA), local Apartment Association affiliate.

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 Include:

• Techniques for identifying and managing new business opportunities and pipeline
• Techniques for identifying and responding to objections
• Techniques for bypassing "Gatekeepers"
• Understands the competitive landscape in the local area
• Understanding of commercial property industry
• Understands "Green" influences and sustainability
• Analyze and solve problems
• Conduct formal presentations
• Able to design customized solutions that address more than just waste services
• Recognizes relationship networks, stake holder influence and strategic value
• Excellent business and communication skills
• Understands how to analyze sales trend data
• Understands how to calculate price and amounts such as discounts
• Basic software and web-based applications
• Able to successfully negotiate a complex sales cycle that lasts an average of 60-90 days with multiple stakeholders

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.

Normal setting for this job is: office setting and/or outside sales.

VI. Benefits

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."

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