• Director, Corporate Sales

    WM (Harrisburg, PA)


    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.

     

    I. Job Summary

     

    The Director, Corporate Sales Retention is responsible for profitable growth and continuous improvement within the WMHS and Shred-It sales team..The individual has deep experience with our customers, a thorough understanding of our company, and a demonstrated ability to navigate and drive results through influence and teamwork. The role partners with Pricing, Marketing and other stakeholders to collaboratively design a strategy to grow our small medium customer base. This position plays an active role within the customer team to ensure we lead effective sales process with consistent coaching competencies. The role is responsible for identifying and informing enablement and development needs that will improve the experience for our customers, and the results for our business.

     

    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.

     

    Execution of programs for both Field-based and Inside Sales Segments, within WMHS and Shred-It, and when necessary, provides direction for modification in work plans or implementation of contingency plans in accordance with prevailing business conditions.

     

    Functions as the lead for implementation of SMB Field-based and Inside Sales segment initiatives on an enterprise-wide basis. To include, working with the broader WM sales organization to build a retention model for both WMHS and Shred-It sales organizations.

     

    Develop and implement retention strategies to improve customer loyalty and reduce churn

     

    Proactively provides guidance / identification of additional opportunities to accelerate growth and guide the Field-based and Inside Sales team to further enable success and improvement.

     

    Engages in budget and planning process as it pertains to Sales target setting for WM’s sales to small and medium businesses.

     

    Analyzes data, identify churn risks, and create targeted retention campaigns

     

    Partners with Marketing on demand generation activities that drive WM’s sales to small and medium businesses.

     

    III. Supervisory Responsibilities

    + The highest level of supervisory skills required in this job is the management of managerial employees. 1-3 Direct reports, and significant indirect leadership skills are required.

    IV. Qualifications

     

    The requirements listed below are representative of the qualifications necessary to perform the job.

     

    Must live and work in the U.S.

     

    A. Education and Experience

    + Education: Bachelor's Degree (accredited) in Marketing, Finance, Business or similar area of study, or in lieu of degree, High School Diploma or GED (accredited) and four (4) years of relevant experience.

    + Experience: Ten (10) years of previous experience (in addition to education requirement).

    B. Certificates, Licenses, Registrations or Other Requirements

    + None required.

    C. Other Knowledge, Skills or Abilities Required

    + Requires an understanding of the linkages between customer, operations and financial outcomes, and the ability to make sound business decisions based on market /industry knowledge and data analysis.

    V. Work Environment

     

    This job primarily operates in a professional office environment and routinely requires the use of standard office equipment such as computers, phones, copy machines, etc.

     

    The expected base pay range for this position across the U.S. [or Canada as appropriate] is $139,000 - $184,000. 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.

    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”.

     

    Equal Opportunity Employer: Minority/Female/Disability/Veteran