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
The Industrial Account Executive will cover the entire state of Indiana and can be based in any of the major cities such as Indianapolis, Fort Wayne, Lafayette, or South Bend. There will be 40-50% overnight travel throughout the state. This person will work from home most of the time, but will come into a local office occasionally as well.
This position will primarily manage a large book of business within our third-party network and will also sell new business, too. Prior outside / field sales experience in a business to business (B2B) setting will be required, with knowledge of industrial or hazardous waste preferred.
I. Job Summary
Presents 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 utilizes, coordinates and cultivates relationships with internal and external customers. Interacts and works cohesively with the other industrial sales team members.
- Achieves or exceeds budgeted revenue goals for new business with industrial and hazardous waste customers in assigned sales territory.
- Maintains existing base business; identified new waste streams and new base business customers. Targets and closes event business opportunities.
- Drives pre-tax profits through innovative pricing and contracting strategies.
- Develops comprehensive sales plan for assigned territory in conjunction with division sales plan and goals.
- 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 superior sales and organizational skills.
- Identifies local market dynamics, and defines and implements basic countermeasures to offset competitive campaigns, pricing deterioration, and/or changes to regulatory drivers.
- 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 weekly sales updates thru sales force.
- Attends industrial sales meetings and training classes as deemed appropriate.
- Performs special projects and other tasks as assigned by the Industrial Sales Manager.
III. 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, 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) required.
B. Other Knowledge, Skills or Abilities Required
- Knowledge 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 Environment
Normal setting for this job is: office setting, work from home, and outside / field sales.
V. 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), generous vacation time, and go back to school for free with the Your Tomorrow education benefit!
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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