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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in business-to-business sales, including prospecting, closing deals, and developing retention strategies. Proficient in preparing complex proposals and optimizing equipment leasing options while ensuring compliance with regulations.
Highest-signal resume keywords
Business-To-Business SalesProspecting StrategiesCustomer Retention StrategiesComplex Proposal PreparationRegulatory Compliance
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales Pipeline ManagementContract NegotiationCustomer Relationship ManagementRevenue Growth StrategiesMarket Trend Analysis
Soft Skills
Customer Satisfaction FocusEffective CommunicationProblem Resolution
Certifications & Qualifications
REAL IDTSA-Approved Alternative
Industry Keywords
Waste ManagementEquipment OptimizationBusiness RelationshipsSales GoalsService Strategies
About the role
Key responsibilities & impact- Prospect for and close sales to new customers to achieve budgeted sales goals
- Develop and implement selling strategies for revenue growth and profitability
- Manage existing business relationships and implement retention strategies
- Negotiate to preserve business and secure contract agreements from previously non-contracted customers
- Handle customer cancellation requests and provide ongoing education on contract details
- Obtain customer contract commitments during face-to-face interactions
- Resolve customer service escalations within the defined territory
- Maintain and grow billable value in assigned accounts by selling new waste streams, services, and products
- Initiate business-to-business sales relationships
- Develop prospect plans, maintain prospect database information, and manage the sales pipeline
- Maintain SSDO relationship health standards and diffuse cancellation requests
- Execute retention call plans to improve customer service and profitability
- Establish and maintain high customer satisfaction
- Communicate pricing and service strategies and refer customers to other WM business opportunities
- Prepare complex proposals and recommend equipment optimization and leasing options
- Communicate with Plant Managers and Brokerage Account Managers to upgrade materials, increase profitability, and achieve plant goals
Requirements
What you’ll need- Bachelor's Degree (accredited) or in lieu of degree
- High School Diploma or GED (accredited) and 4 years of relative work experience
- 4 years of work experience in direct business-to-business sales, business-to-business cold calling, and phone based business-to-business prospecting resulting in successfully obtaining customer appointments
- Ability to develop and implement selling, retention, and prospect development strategies
- Knowledge of customers' needs, pricing, competition, internal sales strategies, operational capabilities, and external market trends
- Ability to prepare complex proposals and make recommendations on equipment optimization and leasing options
- Ability to propose customer solutions complying with local, state, and federal regulations
- Ability to work with Area Sales Managers, Plant Managers, and Brokerage Account Managers
- Must have, or be willing to obtain, a REAL ID or TSA-approved alternative if required for air travel or federal property access
Benefits
Comp & perks- Medical insurance
- Dental insurance
- Vision insurance
- Life insurance
- Short-term disability
- Stock purchase plan
- Company matching on a 401(k)
- Paid vacation
- Paid holidays
- Paid personal days
- Resources and engagement activities
- REAL ID or TSA-approved alternative may be obtained for business travel or federal property access