Major Healthcare Account Rep- SoCal At Waste Management

Req Number: 17013654 | Date Posted: 9/14/2017

Job Description

Waste Management (WM), a Fortune 250 company, is the leading provider of comprehensive waste and environmental services in North America. We are strongly committed to a foundation of operating excellence, professionalism and financial strength. WM serves nearly 25 million customers in residential, commercial, industrial and municipal markets throughout North America through a network of collection operations, transfer stations, landfills, recycling facilities and waste-based energy production projects.

I. Job Summary
The Major Account Representative – Blended (MAR-B) position generates new account revenue in new accounts and revenue growth in existing accounts utilizing a consultative selling approach in the sale of Waste Management recycling services to large, complex accounts. The MAR-B is responsible for prospecting and closing sales to new customers to achieve budgeted sales goals. The MAR-B develops and implements sound selling strategies that ensure revenue growth at target or greater profitability levels by selling to new customers only.

In addition the MAR-B is responsible for managing existing business relationships in order 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. The MAR-B will “save, secure, and convert” by handling all customer cancellation requests, providing ongoing education of contract details to existing customers, and by obtaining customer contract commitments during face-to-face interactions. All escalations for customer service within the defined territory will be resolved through this position.

This is a field-based position. This position is eligible to participate in sales compensation and recognition programs upon successful completion of sales orientation and/or training programs.

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. 
  • Initiating business to business sales relationships
  • Developing detailed proposals encompassing multiple services
  • Researching aspects of the waste and environmental services business
  • Attending conferences/symposiums as a means of networking and staying current with industry-and market-related information
  • Assignment management
  • Building trusting relationships
  • Providing high-impact Communication
  • Able to identify pertinent Local, County, State, and/or Federal government regulations
  • Responsible for prospecting and closing to achieve budgeted sales goals by developing and implementing sound selling strategies that ensure revenue growth by selling to new customers only
  • Manage prospects by developing sound marketing plans and maintaining key information in the prospect database 
  • Devising sales approaches and solutions
  • Marshalling resources
  • Sales negotiation
  • Sales opportunity analysis
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
  • Required: Bachelor’s degree or 5-years sales experience in lieu of bachelor’s degree, plus 3 years in direct business-to-business sales, business-to-business cold calling, and phone based business-to-business prospecting resulting in successfully obtaining customer appointments.
  • Preferred: Bachelor’s degree in Sales/Marketing plus 5-years of progressive and successful business-to-business sales.
B. Certificates, Licenses, Registrations or Other Requirements
  • 20 hours of training with Resource Conservation and Recovery Act (RCRA)
  • Training in Blood borne pathogens
  • Involved in American Society for Healthcare Engineering (ASHE) and American Society for Healthcare Environmental Services (ASHES)
C. Other Knowledge, Skills or Abilities Required
  • Ability to convert customer cancellation requests in order to maintain revenue levels, and/or complex negotiations skills required. General Competencies Include:
  • Understanding of healthcare industry
  • Experience with creating solutions that involve 3rd parties
  • Understands Green Guide to Health Care (GGHC)
  • Techniques for identifying and managing new business opportunities
  • Techniques for identifying and responding to objections
  • Techniques for bypassing “Gatekeepers”
  • Understands the competitive landscape in the local area
  • Understands “Green” influences and sustainability
  • Analyze and solve problems
  • Conduct formal presentations
  • Able to design customized solutions that address more than just waste services
  • Recognizes relationship networks, stake holder influence and strategic value
  • Excellent business and communication skills
  • Understands how to analyze sales trend data
  • Understands how to calculate price and amounts such as discounts
  • Basic software and web-based applications
  • Able to successfully negotiate a complex sales cycle that lasts an average of 60 days with multiple stakeholders
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.
  • Required to use motor coordination with finger dexterity (such as keyboarding, machine operation, etc) part of the work day;
  • Required to exert physical effort in handling objects less than 30 pounds rarely;
  • Required to be exposed to physical occupational risks (such as cuts, burns, exposure to toxic chemicals, etc) rarely;
  • Required to be exposed to physical environment which involves dirt, odors, noise, weather extremes or similar elements rarely;
Normal setting for this job is: office setting and/or outside sales.

At Waste Management, 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 401K, and more! Our employees also receive Paid Vacation, Holidays, and Personal Days. Please note that benefits may vary by site.

If this sounds like the opportunity that you have been looking for, please click "Apply.”

Job Snapshot

Employee Type: Not Specified
Location: Commerce, CA, 90040
Job Type: Full-Time
Date Posted: 9/14/2017
Req Number: 17013654

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.