Inside Sales Account Manager - Westborough, MA
Job Number:
 09313

Description
 

   1. I. Job Summary
      Manages the maintenance and growth of current customers to achieve budgeted sales goals by developing and implementing sound retention strategies, utilizing strong negotiation efforts to preserve business, and securing contract agreements from previously non-contracted customers.

      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.

    * "Saves, Secures, and converts" by handling all customer cancellation requests, providing ongoing education of contract details to existing customers, and by obtaining customer contract commitments using sound telephone based negotiation practices.
    * Resolves escalations for customer service within the defined territory.
    * Generates revenue growth by utilizing a consultative selling approach in the retention of current Waste Management customers.
    * Establishes and maintains a high level of customer satisfaction. This includes meeting customer retention goals. Communicates to and works with the Retention Manager to resolve unique customer issues.
    * Reduces lost accounts by diffusing cancellation requests. Meets or exceeds sales call activity goals for proactive account retention.
    * Increases revenue and profitability by executing sound plans on retention calls to improve the customers' service and/or profitability while minimizing price rollbacks.
    * Matches Waste Management services with customer needs by demonstrating knowledge of customers, pricing and competition; effectively communicates pricing and service strategies; proactively engages other Waste Management business opportunities, referring internally as appropriate.
    * Effectively uses Waste Management sales productivity software tools (i.e. Prospect and Customer Database, Proposal Program, Pricing Tools, etc.).
    * Acquires in?depth industry and company knowledge in order to prepare complex proposals and make recommendations on equipment optimization and leasing options.
    * Proposes customer solutions that are compliant with appropriate local, state and federal regulations.
    * Updates and secures customer service agreements.
    * Ensures that Bucket 4 customers have current signed written agreements on file and the appropriate service agreement information is entered into MAS.


Qualifications
 IV. Qualifications
The requirements listed below are representative of the qualifications necessary to perform the job.

A. Education and Experience

Required: High school diploma or GED equivalent plus 1-year non-consumer based industry sales. Internal requirements include 9-months proven success in a position involving customer interaction.

Preferred: 2 years of college coursework plus 2-year non-consumer based industrial sales, commercial sales, or service industry environment that includes: successfully converting customer cancellation requests in order to maintain revenue levels, and/or complex negotiations resulting in signed customer contracts.

B. Other Knowledge, Skills or Abilities Required

General Competencies Include:
Build Relationships
Communicate With Impact
Demonstrate Professionalism
Make Sound Decisions
Think Strategically
Proficient with Computer and Software Applications
Produce Results
Know the Business
Influence and Negotiate
Manage Work/Time
Use Ethical Practices