Description
I. Job Summary
Presents the full line of WM services to customers within a designated territory. Manages existing business while discovering new event and base work opportunities within a territory. Meets or exceeds individual sales goals for core and industrial waste streams with industrial and hazardous waste customers.
If role and area dictate, manage inbound sales of 3rd Party landfill and transfer station revenue/volume for waste streams and organic (if applicable) streams for current and prospective WM customers within assigned area of responsibility. Meet or exceed individual sales goals for retention, growth, and new business development with third-party haulers into WM landfill and transfer stations.
This is an outside sales role. It requires travel (client visits) across the Montreal Area. Candidates need to be physically in the Montreal area in order to be considered.
II. Essential Duties and Responsibilities include the following. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other minor duties may be assigned.
- Develop an annual comprehensive sales plan for the assigned territory in conjunction with the Market Area/Marketplace budgeted sales plan and goals. Communicate competitive and market information to management to assist in business unit planning and strategies.
- Drive landfill profits through innovative pricing and landfill tactics consistent with Corporate, Area, and Market Business Unit goals and strategies.
- Achieves or exceeds budgeted revenue goals for new business with industrial and hazardous waste customers in assigned sales territory. Revenue goals may include third-party landfill and transfer station revenues.
- Maintain existing base business; identify new base and event waste streams with current and new customers. Develop customer relationships through period customer business reviews and relationship management skills. Leverage WM’s landfill and transfer station assets to drive optimal price and volume growth.
- Working in tandem with the Technical Service Centers, Market Business Unit Management, Hazardous Waste Sales, Inside Sales, and other Industrial sales teams, as well as Landfill Management to assist customers in every aspect of the waste disposal process. This includes but is not limited to understanding landfill and transfer station operations at all applicable sites such as profiling, proposal preparation, pricing, contracting, and providing regulatory, operating hours, and gatehouse procedures.
- Must demonstrate superior sales and organizational skills, including use of Salesforce.com and other pipeline projection systems and tools.
- Must be able to identify local market dynamics and be able to quickly define and implement well-devised countermeasures to offset competitive campaigns, pricing deterioration, and/or changes to Volume/Revenue environment.
- Maintain firm adherence to the management and control of confidential information.
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: Four-year degree, preferably in a science or technical background, or comparable work experience in the hazardous waste or related industry.
Experience: 3 years of industrial, hazardous (if role dictates, commercial) waste sales experience (in addition to education requirement).
B. Certificates, Licenses, Registrations or Other Requirements
None
C. 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.
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.
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 general public.
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.
Bilingual (French and English) - We require a bilingual speaking industrial sales manager because this role requires frequent interactions and communications with employees, customers and others who are located outside of Quebec.
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.
The expected base pay range for this hybrid is $85,000 - $105,000. This range represents a good faith estimate for this position. The specific salary offered to a successful candidate may be influenced by a variety of factors including the candidate’s relevant experience, education, training, certifications, qualifications, and work location. This position is for an existing vacancy. In addition, this position is eligible for commissions.
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 RRSP, and more! Our employees also receive Paid Vacation, Holidays, and Personal Days. Please note that benefits may vary by site.
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