Manager, Outside Sales - Construction Services

Waste Management, Inc. (WM)•Charlotte, NC

13d

About The Position

For this role, we are looking for proven sales management experience. The right candidate will have previous experience managing a team of field-based / outside sales representatives who are accustomed to selling a service-based solution to business customers (B2B sales), ideally in the construction industry. This position will support the South Atlantic market area, covering the states of GA, NC, and SC. Candidates may live anywhere in those states, but should expect to travel throughout the area. This person will manage a team of 10 people. I. Job Summary Generates profitable new account revenue by leading team of Construction Services Sales Representatives. Assists in developing and executing the Area's Sales and Marketing Plan in order to achieve revenue goals for the Outside Sales channel. Identifies, qualifies and ranks prospects and assigns selling responsibility to the appropriate Construction Services Account Managers, Construction Services Sales Specialists, and Construction Services Account Specialists.

Requirements

Bachelor's Degree (accredited) in Sales/Marketing or similar area of study or in lieu of degree
High School Diploma or GED (accredited) and 4 years of relevant experience.
5 years Business-to-business sales
3 years In direct business-to-business sales, business-to-business cold calling
Phone based business-to-business prospecting resulting in successfully obtaining customer appointments (in addition to education requirement)

Responsibilities

Maintains and reinforces the corporate sales strategy and design with the Outside Sales Team.
Establishes and maintains a high level of customer satisfaction. Communicates to and works with Market Area Management to resolve unique prospective customer issues.
Demonstrates outstanding management and customer service skills to motivate sales team members.
Maintains an ongoing training, coaching and mentoring program in order to develop the skills of their Construction Services Account Managers, Construction Services Sales Specialists, and Construction Services Account Specialists.
Supervises activities of their Construction Services Account Managers, Construction Services Sales Specialists, and Construction Services Account Specialists and ensures that team members meet or exceed sales call activity, sales pipeline growth, and new sales revenue.
Effectively manages, maintains and ensures the use of WM sales tools (i.e. Prospect Management, Proposal Program, Pricing Tools, etc.). Ensures entire team is well trained in the use of these tools.
Provides expert industry knowledge and interpretation to their Construction Services Account Managers, Construction Services Sales Specialists, and Construction Services Account Specialists and customers.
Assists in the communication and maintenance of the Market Area’s pricing and service strategies.
Interviews and selects qualified candidates for their Construction Services Account Managers, Construction Services Sales Specialists, and Construction Services Account Specialists positions.