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 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). We would like someone who is passionate about coaching and developing others.
We would prefer candidates to be based in Northern Indiana or the west side of Michigan, and travel throughout both states should be expected.
I. Job Summary
Generates profitable new account revenue by leading a team of Sr. Account Executives and Construction Account Managers. Assists in developing and executing the Market Area's Sales and Marketing Plan in order to achieve revenue goals for the sales channel. Identifies, qualifies and ranks prospects and assigns selling responsibility to the appropriate sales person.
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.
- Maintains and reinforces the corporate sales strategy and design with the Sales Team.
- Establishes and maintains a high level of customer satisfaction. Communicates to and works with Market Area Management to resolve unique prospective customer issues.
- Demonstrates outstanding management and customer service skills to motivate sales team members.
- Maintains an ongoing training, coaching and mentoring program in order to develop the skills of the Sales Team.
- Supervises activities of the Sales Team and ensures that team members meet or exceed sales call activity, sales pipeline growth, and new sales revenue.
- Effectively manages, maintains and ensures the use of WM sales tools (i.e. Prospect Management, Proposal Program, Pricing Tools, etc.). Ensures entire Sales Team is well trained in the use of these tools.
- Provides expert industry knowledge and interpretation to the Sales Team and customers.
- Assists in the communication and maintenance of the Market Area's pricing and service strategies.
- Interviews and selects qualified candidates for new openings on the team.
III. Supervisory Responsibilities
The highest level of supervisory skills required in this job is the management of supervisory employees. This includes:
- Direct supervision of 8 full-time employees.
IV. Qualifications
The requirements listed below are representative of the qualifications necessary to perform the job.
Education and Experience
- Education: Bachelor's Degree (accredited) or in lieu of degree, High School Diploma or GED (accredited) and 4 years of relevant work experience.
- Experience: 3 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. Internal requirements include 3-years proven success in a higher level sales or management role within the company.
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 compensation and recognition programs upon successful completion of training prerequisites and Market Area management approval.
Certificates, Licenses, Registrations or Other Requirements
- None required.
Other Knowledge, Skills or Abilities Required
- Candidates must be able to: build relationships, communicate with impact, demonstrate adaptability, think analytically, demonstrate integrity and courage, demonstrate professionalism, demonstrate leadership/coaching, initiate action, produce results, think strategically, focus on customers, gain commitment, influence and negotiate, leverage diversity, manage work/time, plan and organize, and use ethical practices.
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, work from home, and outside / field sales.
VI. Benefits
You’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), unlimited vacation time, and we’ll also pay for 100% of your education!
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.
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