What are the responsibilities and job description for the Director, National Accounts position at WM?
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.
I. Job Summary
The National Sales Director is responsible for leading and developing a high-performing sales team to achieve business goals and drive revenue growth within an assigned customer vertical. Establishes a strategic sales approach for growing and retaining large (Fortune 500) customers. Generates revenue growth by utilizing a consultative solution-based selling approach in the attraction and retention of large national accounts. Manages 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.
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.
Lead, mentor, and manage account management teams to ensure they meet or exceed sales targets.
Provides coaching and training to develop sales skills, WM program knowledge, and customer relationship management.
Create a positive and motivating team culture focused on high performance, collaboration, and continuous improvement.
Design and executive a national sales strategy to grow revenue and market share, ensuring alignment with company objectives.
Develop the strategic synergies between WMs service offerings and our customers.
Able to deliver consultative solution-based sales approaches to c suite level executives articulating the unique alignment of values between WM and the customer.
Develop long-term, mutually beneficial business relationships which grows Grow existing revenue
Develop unique approaches to new businesses
Manage a book of business of approximately $275 million.
Work with Corporate and Area personnel to develop National and Regional Account sales strategies.
Successfully negotiates large dollar value, complex multi-year contracts with WMs terms and conditions
III. Supervisory Responsibilities
The highest level of supervisory skills required in this job is the management of managerial employees. This includes:
The requirements listed below are representative of the qualifications necessary to perform the job.
Education and Experience
Education: Bachelors 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.
Experience: Seven (7) years of professional sales experience in an Environmental, Waste, or related industry with three (3) years selling into corporate and/or large accounts (in addition to education requirement
Ability to convert customer cancellation requests in order 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 advanced skills using the Microsoft Office suite, including Word, Excel and PowerPoint.
Must possess excellent verbal and written communication skills.
V. Work Environment
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: remote setting.
The expected base pay range for this position across the U.S. is $147,000-$180,0000. 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 incentive pay.
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.
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 .
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.
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.
I. Job Summary
The National Sales Director is responsible for leading and developing a high-performing sales team to achieve business goals and drive revenue growth within an assigned customer vertical. Establishes a strategic sales approach for growing and retaining large (Fortune 500) customers. Generates revenue growth by utilizing a consultative solution-based selling approach in the attraction and retention of large national accounts. Manages 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.
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.
Lead, mentor, and manage account management teams to ensure they meet or exceed sales targets.
Provides coaching and training to develop sales skills, WM program knowledge, and customer relationship management.
Create a positive and motivating team culture focused on high performance, collaboration, and continuous improvement.
Design and executive a national sales strategy to grow revenue and market share, ensuring alignment with company objectives.
Develop the strategic synergies between WMs service offerings and our customers.
Able to deliver consultative solution-based sales approaches to c suite level executives articulating the unique alignment of values between WM and the customer.
Develop long-term, mutually beneficial business relationships which grows Grow existing revenue
Develop unique approaches to new businesses
Manage a book of business of approximately $275 million.
Work with Corporate and Area personnel to develop National and Regional Account sales strategies.
Successfully negotiates large dollar value, complex multi-year contracts with WMs terms and conditions
III. Supervisory Responsibilities
The highest level of supervisory skills required in this job is the management of managerial employees. This includes:
- Direct supervision of National Account Managers
- Indirect supervision of Program Managers
The requirements listed below are representative of the qualifications necessary to perform the job.
Education and Experience
Education: Bachelors 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.
Experience: Seven (7) years of professional sales experience in an Environmental, Waste, or related industry with three (3) years selling into corporate and/or large accounts (in addition to education requirement
- Certificates, Licenses, Registrations or Other Requirements
- Other Knowledge, Skills or Abilities Required
Ability to convert customer cancellation requests in order 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 advanced skills using the Microsoft Office suite, including Word, Excel and PowerPoint.
Must possess excellent verbal and written communication skills.
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 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: remote setting.
The expected base pay range for this position across the U.S. is $147,000-$180,0000. 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 incentive pay.
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.
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 .
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.
Salary : $147,000 - $1,800,000
