Territory Manager, Non Recurring Services

$58,960 - $58,960/Yr

Waste Management - Santa Maria, CA

Full-time - Mid Level

Hybrid - Santa Maria, CA

Waste Management and Remediation Services

About the position

As a Territory Manager for Non Recurring Services at Waste Management, you will play a crucial role in generating revenue growth through a consultative selling approach. This position is designed for individuals who are passionate about helping others and are seeking a challenging and rewarding career. You will be responsible for managing existing business relationships to achieve budgeted sales goals by developing and implementing effective retention strategies. This includes utilizing strong negotiation skills to preserve business and secure contract agreements from previously non-contracted customers. Additionally, you will be tasked with prospecting and closing new business to ensure revenue growth by selling to new customers. In this hybrid role, you will need to reside in the market area and be able to travel by car to meet with customers and attend the office as needed. Your primary responsibilities will include establishing and maintaining high levels of customer satisfaction, meeting customer retention goals, and effectively managing prospects through sound marketing plans. You will also be expected to utilize Waste Management's sales productivity software tools to enhance your efficiency and effectiveness in the role. The position requires a proactive approach to account retention, where you will work closely with the Retention Manager to resolve unique customer issues and reduce lost accounts by diffusing cancellation requests. You will be expected to meet or exceed sales call activity goals and develop a deep understanding of the industry and company to prepare complex proposals and make recommendations on equipment optimization and leasing options. Your ability to propose compliant customer solutions and update customer service agreements will be essential to your success in this role.

Responsibilities

• Generate revenue growth by utilizing a consultative selling approach in prospective and current Waste Management customers.
• Manage existing business relationships to achieve budgeted sales goals by developing and implementing sound retention strategies.
• Utilize strong negotiation efforts to preserve business and secure contract agreements from previously non-contracted customers.
• Establish and maintain a high level of customer satisfaction, including meeting customer retention goals.
• Communicate with the Retention Manager to resolve unique customer issues.
• Reduce lost accounts by diffusing cancellation requests and meet or exceed sales call activity goals for proactive account retention.
• Increase revenue and profitability by executing sound plans on retention calls to improve customer service and profitability.
• Effectively manage prospects by developing sound marketing plans and maintaining key information in the prospect database.
• Meet or exceed new sales call activity goals for both permanent and event-based roll-off services.
• Match Waste Management services with customer needs by demonstrating knowledge of customers, pricing, and competition.
• Effectively communicate pricing and service strategies and proactively engage other Waste Management business opportunities.
• Utilize Waste Management sales productivity software tools (i.e., Prospect and Customer Database, Proposal Program, Pricing Tools, etc.).
• Acquire in-depth industry and company knowledge to prepare complex proposals and make recommendations on equipment optimization and leasing options.
• Propose customer solutions that comply with local, state, and federal regulations.
• Update and secure customer service agreements.

Requirements

• Bachelor's Degree (accredited) or in lieu of degree, High School Diploma or GED (accredited) and 4 years of sales experience.
• 3 years of work experience in a non-consumer based industrial sales, commercial sales, or service industry environment.
• Experience in successfully converting customer cancellation requests to maintain revenue levels and/or complex negotiations resulting in signed customer contracts.
• Supervisory experience is preferred.

Nice-to-haves

• Experience in the waste management or environmental services industry.
• Familiarity with sales productivity software tools.

Benefits

• Employee stock purchase plan
• Disability insurance
• Health insurance
• Dental insurance
• Vision insurance
• 401(k) matching
• Life insurance
• Paid vacation
• Paid holidays
• Personal days