Account Manager(Utica, NY Area) At Waste Management

Req Number: 17013517 | Date Posted: 10/11/2017

Job Description

Equal Opportunity Employer:Minority/Female/Disability/Veteran

Waste Management (WM), a Fortune 250company, is the leading provider of comprehensive waste and environmentalservices in North America. We are strongly committed to a foundation of operatingexcellence, professionalism and financial strength.  WM serves nearly 25million customers in residential, commercial, industrial and municipal marketsthroughout North America through a network of collection operations, transferstations, landfills, recycling facilities and waste-based energy productionproject.

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

I.  Job Summary

Generates revenue growth byutilizing a consultative selling approach in the retention of current WasteManagement customers.  Manages existing business relationships in order toachieve budgeted sales goals by developing and implementing sound retentionstrategies, utilizing strong negotiation efforts to preserve business, andsecuring contract agreements from previously non-contractedcustomers.  The Account Manager will “save, secure, and convert” byhandling all customer cancellation requests, providing ongoing education ofcontract details to existing customers, and by obtaining customer contractcommitments during face-to-face interactions.  All escalations forcustomer service within the defined territory will be resolved through thisposition.

II.  Essential Duties andResponsibilities 

To perform this job successfully, anindividual must be able to perform each essential dutysatisfactorily.  Other minor duties may be assigned. 

• Establishes and maintains a highlevel of customer satisfaction.  This includes meeting customer retentiongoals.  Communicates to and works with the Retention Manager to resolveunique customer issues.

• Reduces lost accounts by diffusingcancellation requests.  Meets or exceeds sales call activity goals forproactive account retention.

• Increases revenue andprofitability by executing sound plans on retention calls to improve thecustomers’ service and/or profitability.

• Matches Waste Management serviceswith customer needs by demonstrating knowledge of customers, pricing andcompetition; effectively communicates pricing and service strategies;proactively engages other Waste Management business opportunities, referringinternally as appropriate.

• Effectively use Waste Managementsales productivity software tools (i.e. Prospect and Customer Database,Proposal Program, Pricing Tools, etc.).

• Acquires in‑depth industry andcompany knowledge in order to prepare complex proposals and makerecommendations on equipment optimization and leasing options.

• Proposes customer solutions thatare compliant with appropriate local, state and federal regulations.

• Updates and secures customerservice agreements.

• Ensures that Bucket 1, 2, and 3customers have current signed written agreements on file and the appropriateservice agreement information is entered into MAS. 

III. Qualifications

The requirements listed below arerepresentative 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) and4-years sales experience.

Experience: 3 years of workexperience (in addition to education requirement) in a non-consumer basedindustrial sales, commercial sales, or service industry environment thatincludes successfully converting customer cancellation requests in order tomaintain revenue levels. Internal requirements include 2-years proven successin a Level 3 sales position.

This is a field-based position. Thisposition is eligible to participate in sales compensation and recognitionprograms upon successful completion of sales orientation and/or trainingprograms.

B. Other Knowledge, Skills orAbilities Required

Ability to convert customercancellation requests in order to maintain revenue levels, and/or complex negotiationsskills required. General Competencies:

Build Relationships

Communicate With Impact

Demonstrate Professionalism

Make Sound Decisions

Think Strategically

Produce Results

Know the Business

Influence and Negotiate

Manage Work/Time

Use Ethical Practices

Problem solving skills

Proficient with computer andsoftware applications

IV.  Work Environment

Listed below are key pointsregarding environmental demands and work environment of thejob. Reasonable accommodations may be made to enable individuals withdisabilities to perform the essential functions of the job.

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


At Waste Management, each eligibleemployee receives a competitive total compensation package including Medical,Dental, Vision, Life Insurance and Short Term Disability.  As well as aStock Purchase Plan, Company match on 401K, and more!  Our employees alsoreceive Paid Vacation, Holidays, and Personal Days.  Please note thatbenefits may vary by site.

Job Snapshot

Employee Type: Not Specified
Location: New York, NY,
Job Type: Full-Time
Date Posted: 10/11/2017
Req Number: 17013517

About US

Waste Management is North America's leading provider of integrated environmental solutions. We partner with our customers and communities to manage and reduce waste from collection to disposal while recovering valuable resources and creating clean, renewable energy. We are on a quest for environmental performance, a mission to maximize resource value, while minimizing - and even eliminating - environmental impact so that both our economy and our environment can thrive.

Headquartered in Houston, the company serves nearly 20 million municipal, commercial, industrial, and residential customers through a network of 367 collection operations, 355 transfer stations, 273 active landfill disposal sites, 16 waste-to-energy plants, 104 recycling plants, and 111 beneficial-use landfill gas projects.

We offer a great benefits package which includes Health Care, Family Care, and Financial & Educational Benefits.