Senior Director II - National Account Sales, Strategic Business Solutions - Military Veterans

JOB DESCRIPTION

As an EEO/Affirmative Action Employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, or veteran status.

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.

This role would support WM Strategic Business Solutions (SBS), who are responsible for managing WMs largest, most prestigious national customers. SBS serves as the one-stop shop for the largest corporations in the US. Through industry leading reporting, centralized billing & service, and pricing, WM SBS provides an exceptional value proposition to our customers. With approximately 700+ dedicated employees, a state-of-the-art customer management system, and the goal of expanding into international markets, WM SBS is helping WM transform our industry.

I. Job Summary
Leads sales and strategic efforts for National Accounts customers. Ensures account retention and profitable revenue growth at both a national and field level through proactive planning, direction, and management of a team of national sales and support personnel and through the support of field level sales. Represents the view of all segments in assisting WM to identify customer needs, growth opportunities and new service offerings.

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.

Drives National Account revenue and EBIT growth.

Creates clarity around the customer needs within National Accounts client groups. Ensures that WM creates service offerings which meet the holistic needs of our customers across WM's service lines. Develops the strategy and interacts with Company operational and sales leaders to create support for customer focused solutions.

Analyzes customer needs across the customer's value chain. Identifies key needs and develops solutions utilizing all of WM's offerings and those of third-party partners.

Aligns field and national sales resources to ensure market coverage of National Account customers.

Acts as the champion for National Account customer needs across the WM organization. Provides internal education across company service lines of these customer needs. Works closely with WM personnel to ensure all customer needs are met.

Assists with the development of marketing materials for use by National Accounts and Field Sales Representatives.

Assists with the development of training materials for use by National Accounts and Field Sales Representatives.

Provide vision, guidance, and motivation to National Account Managers (NAM) and Program Managers (PM) in an enabling environment, communicating expectations and clear lines of accountability for all job responsibilities.

Oversee and develop team's use and understanding of tools and internal services (e.g., training program content, support available etc.).

Provide coaching and support to sales team on presentation development in conjunction with proposal writer, with a goal of strengthening the sales team's messaging skills. Develop and maintain continuous self-improvement programs for team.

Accompany sales team on customer visits and presentations to promote and support relationship building and deal-closing.

Cultivate an in-depth understanding of vertical markets, industry trends, competition, assigned accounts, and environmental needs/offer.

Work with Sales leadership to develop national, regional, and local account sales strategies and responses. Participate in staff meetings, providing market information, competitive feedback, new technologies, internal and external needs of sales and support personnel.

Manage revenue, profitability, and cost structure.

Estimated travel requirement is 20%-30%.

III. Supervisory Responsibilities
The highest level of supervisory skills required in this job is the management of managerial employees. This includes both direct supervision and indirect supervision.

IV. Qualifications
The requirements listed below are representative of the qualifications necessary to perform the job. Must live and work in the US.

A. Education and Experience

Education: Bachelor's Degree (accredited) in Business Administration or technical area of study, or in lieu of degree, High School Diploma or GED (accredited) and four (4) years of relevant work experience. MBA preferred.

Experience: Ten (10) years of professional sales experience in an Environmental, Waste, or related industry with five (5) years selling into corporate and/or large accounts (in addition to education requirement). In addition, previous experience successfully managing $500M of annual business and selling/retention of $50M new business annually.

B. Certificates, Licenses, Registrations or Other Requirements

None required.

C. Other Knowledge, Skills or Abilities Required

Must have a working knowledge of transportation and disposal of both hazardous and non-hazardous waste.

Ability to convert customer cancellation requests to maintain revenue levels, and/or complex negotiations skills required.

Executive level client relationship and presentation experience

Must be able to interact with all levels of personnel-waste coordinators to executive level.

Must have ability to travel nationally at least 50% of the time.

Must have advanced skills using the Microsoft Office suite, including Word, Excel, and PowerPoint.

Must possess excellent verbal and written communication skills.

In-depth understanding of WM's sales and operational organizations - both field and corporate.

Proven ability to lead cross-functional teams.

Proven success creating consensus and support for new ideas.

Ability to think creatively, to design customer specific solutions and to forecast future customer needs.

Ability to conduct financial analysis of industry trends to forecast opportunities.

Ability to create and analyze business pro-formas for new opportunities.

Demonstrated ability to develop the skills and knowledge of direct reports

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 workday.

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.

The expected base pay range for this position across the U.S. is $178,700 - $257,700. This range represents a good faith estimate for this position. The specific salary offered to a successful candidate may be influenced by a variety of factors including the candidate's relevant experience, education, training, certifications, qualifications, and work location. In addition, this position is eligible for our sales incentive plan.

Benefits
At WM, 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.

ABOUT US

ABOUT WM
WM (WM.com) is North America's largest comprehensive waste management environmental solutions provider. Previously known as Waste Management and based in Houston, Texas, WM is driven by commitments to put people first and achieve success with integrity. The company, through its subsidiaries, provides collection, recycling and disposal services to millions of residential, commercial, industrial and municipal customers throughout the U.S. and Canada. With innovative infrastructure and capabilities in recycling, organics and renewable energy, WM provides environmental solutions to and collaborates with its customers in helping them achieve their sustainability goals. WM has the largest disposal network and collection fleet in North America, is the largest recycler of post-consumer materials and is the leader in beneficial reuse of landfill gas, with a growing network of renewable natural gas plants and the most gas-to-electricity plants in North America. WM's fleet includes nearly 11,000 natural gas trucks - the largest heavy-duty natural gas truck fleet of its kind in North America - where more than half are fueled by renewable natural gas. To learn more about WM and the company's sustainability progress and solutions, visit Sustainability.WM.com.

If this position is to be performed in Los Angeles County, California, please read carefully the information contained here in LA County Addendum.

ABOUT THE TEAM

What is the value of a WM job? At WM we know that the value of a WM job is more than a paycheck. It's a way to create opportunities for you and your family. This is why we are constantly working to make WM a great place to work and grow a career. We Are WM is what defines the perks of being in the WM family - from benefits, to resources and engagement activities.

We are People First. We are Committed to Your Growth. We Are Investing in You. We are a Family. We are Stable. We are Always Working for a Sustainable Tomorrow.