Now Hiring - Senior Sales Executive, Organic Resources in Lodi, CA

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

This is a remote position but the candidate will need to live in the Northern California market area and be able to travel by car to an office or to visit customers when needed.

I. Job Summary
Generates revenue growth for EarthCare materials by utilizing a consultative selling approach in the acquisition and retention of current Waste Management EarthCare Prospects and customers. Manages existing business relationships to achieve budgeted sales goals by developing and implementing sound new business acquisition and retention strategies, utilizing strong negotiation efforts to preserve business, and securing contract agreements from previously non-contracted customers. The EarthCare Representative will �gain, save, secure, and convert� by using all resources to secure new business, handle 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.

II. Essential Duties and Responsibilities
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other duties may be assigned.

• Managing business to business sales relationships
• Developing detailed proposals encompassing EarthCare services
• Researching aspects of EarthCare 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
• Manage prospects by developing sound marketing plans and maintaining key information in the prospect database
• Reduces lost major accounts by diffusing cancellation requests. Meets or exceeds sales call activity goals for proactive account retention.
• Increases revenue and profitability by executing sound plans on retention calls to improve the customers� service and/or profitability.
• Matches Waste Management EarthCare products and services with customer needs by demonstrating knowledge of customers, pricing and competition; effectively communicates pricing and service strategies; proactively engages other Waste Management business opportunities, referring internally as appropriate.
• Effectively use Waste Management sales productivity software tools (i.e. Prospect and Customer Database, Proposal Program, Pricing Tools, etc.).
• Proposes customer solutions that are compliant with appropriate local, state and federal regulations.
• 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 1 year in direct business-to-business sales, and phone based business-to-business prospecting resulting in successfully obtaining customer appointments
• Preferred: Bachelor�s degree in Sales/Marketing plus 3-years of progressive and successful business-to-business sales.

B. Certificates, Licenses, Registrations or Other Requirements

• None

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:

• Comprehensive understanding of Organics, Food waste, Green waste, and Sustainability industry (phases, materials, waste, etc.)
• 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
• Excellent business and communication skills
• Understands how to calculate price and amounts such as discounts
• Basic software and web-based applications
• Active Learning
• Sales Disposition
• Motivational Fit
• Sustainability

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.

The expected salary range for this position is $79,530- $96,360. The specific salary offered to a candidate may be influenced by a variety of factors including the candidate’s relevant experience, education, training, certifications, qualifications, and work location.

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Benefits
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.�