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ADAPTED_NOW

Inside Sales Manager

Manages the activities of the Market Area's Inside Sales Team and provides an accomplished level of expertise in the sale of Waste Management services over the telephone to customers resulting in additional revenue. Develops and implements appropriate sales and marketing programs to meet current and future customer needs and provides guidance and direction to Inside Sales Team members.

KBSkills

ACTIVE

Being number one means WM invests in our Sales teams' success by providing access to state-of-the-art systems and processes, industry-leading services and the best leadership in the business. Our exceptional sales professionals help deliver satisfaction to our clients throughout North America. If you are passionate about helping others and seeking challenging and interesting employment, apply today! I. Job Summary Manages the activities of the Market Area's Inside Sales Team and provides an accomplished level of expertise in the sale of Waste Management services over the telephone to customers resulting in additional revenue. Develops and implements appropriate sales and marketing programs to meet current and future customer needs and provides guidance and direction to Inside Sales Team members. 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. <ul><li>Maintains and reinforces the corporate sales strategy and design with the Inside Sales Team.</li><li>Establishes and maintains a high level of customer satisfaction on all sales transactions. Communicates to and works with the Market Area Sales Manager to help resolve unique customer issues.</li><li>Supervises activities of the Inside Sales Department. Ensures team members meet or exceed sales call activity goals for new sales, lead generation and contact productivity.</li><li>Forecasts and recruits qualified candidates for available and/or upgraded Inside Sales Team positions.</li><li>Develops and executes ongoing training that provides both formal training and informal coaching sessions to all Inside Sales Representatives. Encourages feedback and is available to answer questions, provide direction and/or offer assistance when needed. Updates all Inside Sales Representative reference material as appropriate.</li><li>Participates in training and coaching the Inside Sales staff.</li><li>Assists in the communication and maintenance of the Market Area's pricing and service strategies.</li><li>Sets up and maintains accurate customer records for all customer interactions. This includes prospect data, contracts, orders and service machine documentation.</li><li>Works with the Market Area Sales Manager to develop and implement strategies to up sell and cross sell to customers via outbound calls.</li><li>Communicates goals to Inside Sales Representatives. Arrange for proper training, if necessary so Inside Sales Representatives may successfully meet expectations.</li></ul>III. Supervisory Responsibilities The highest level of supervisory skills required in this job is the management of supervisory employees. This includes:<ul><li>Direct supervision of 10 full-time employees, including: Inside Sales Supervisor & Account Executives</li><li>Indirect supervision of 10 full-time employees, ncluding: Account Associates</li></ul>IV. Qualifications The requirements listed below are representative of the qualifications necessary to perform the job. A. Education and Experience<ul><li>Education: Bachelor's degree (accredited) or in lieu of degree, High School Diploma or GED (accredited) and 4 years of relevant work experience.</li><li>Experience: Three years of relevant work experience in business-to-business sales management, plus three years in direct business-to-business sales (in addition to education experience).</li><li>This is a management position. Placement into or advancement to this position is dependent upon individual performance, local market conditions and/or Market Area requirements. This position is eligible to participate in sales compensation and recognition programs upon successful completion of training prerequisites and Market Area management approval.</li></ul>B. Certificates, Licenses, Registrations or Other Requirements<ul><li>None required.</li></ul>C. Other Knowledge, Skills or Abilities Required<ul><li>Bilingual (French and English) - We require a bilingual speaking manager because this role requires frequent interactions and communications with employees, customers and others who are located outside of Quebec.</li><li>General Competencies Include: <ul><li>Build Relationships</li><li>Communicate With Impact</li><li>Demonstrate Adaptability</li><li>Demonstrate Integrity and Courage</li><li>Demonstrate Professionalism</li><li>Demonstrate Leadership/Coaching</li><li>Initiate Action</li><li>Produce Results</li><li>Think Strategically</li><li>Focus On Customers</li><li>Gain Commitment</li><li>Influence and Negotiate</li><li>Leverage Diversity</li><li>Manage Work/Time</li><li>Plan and Organize</li><li>Use Ethical Practices</li></ul></li></ul>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. Normal setting for this job is: office setting. 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 RRSP, 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."

Waste Management

Gestionnaire des ventes internes - Bilingual Inside Sales Manager

Business Strategy

Business-to-Business (B2B)

Coaching

Compensation and Benefits

Corporate Sales

Cross-Selling

Customer Relations

Customer Satisfaction

Diversity

Documentation

English Language

Equipment Maintenance/Repair

Exceeded Sales Goal

Forecasting

French Language

High School Diploma

Inside Sales

Insurance

Lead Generation

Leadership

Multilingual

Negotiation Skills

Outbound Marketing

People Management

Product Pricing

Regional Sales

Resolve Customer Issues

Revenue Growth

Sales

Sales Communications

Sales Management

Sales Strategy

Stock Purchase Plans

Strategic Planning

Track Customer Issues

Training/Teaching

Up-Selling

pxappcastcad

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. Presents WM products and services using a consultative approach that clearly shows how the solutions would meet needs and provide benefits; leverages supporting evidence and clearly connects WM solutions to customers' business needs .

I. Job Summary The Inside Sales Executive (ISE) is responsible for generating revenue utilizing a consultative selling approach in the sale of Waste Management services to small/medium business segment customers of medium complexity. The ISE works through cold calling campaigns, lead source generation and referrals. While responsible for acting on warm leads, the ISE is primarily responsible for generating his/her own sales leads and prospects. A successful ISE consistently meets or exceeds weekly and monthly sales activity goals as well as establishes and maintains a high level of customer satisfaction in all sales transactions. 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. <ul><li>Searches for potential small/medium business segment customers to develop new business for WM</li><li>Conducts research on prospects to improve chances of providing value to their business</li><li>Conducts pre-sales activities to gain understanding of the customer's needs and prepare for the sales call with customers of medium complexity. This includes gathering appropriate marketing material and pricing plans, identifying customer needs and interests to determine the best sales strategy and identifying potential objections with plans to address during the sales call. </li><li>Negotiates and closes sales by effectively communicating WM's value proposition and unique differentiation to reach mutually beneficial sales agreements</li><li>Understands and adheres to established and approved WM sales processes</li><li>Presents WM products and services using a consultative approach that clearly shows how the solutions would meet needs and provide benefits; leverages supporting evidence and clearly connects WM solutions to customers' business needs </li><li>Adjusts sales technique depending on the nature of the prospect or customer</li><li>Presents compelling arguments to support recommended sales solutions</li><li>Overcomes objections during sales negotiations by emphasizing the value of WM offerings that benefit the customer</li><li>Facilitates agreement to a sales solution that will meet the major needs of both parties </li><li>Finalizes sales agreements with specific actions outlined and commitments for next steps </li><li>Conducts post-sale administrative work to ensure product/service implementation is successful</li></ul>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. Must live and work in Canada. A. Education and Experience<div><ul><li>Education: High School Diploma or GED (accredited).</li><li>Experience: 1 year of relevant work experience required. </li></ul> B. Certificates, Licenses, Registrations or Other Requirements</div><div><ul><li>None required.</li></ul>C. Other Knowledge, Skills or Abilities Required</div><div><ul><li>Proficient in MS Office Suite and a CRM</li><li>Devising Sales Approaches and Solutions </li><li>Expanding and Advancing Opportunities </li><li>Communicate with Impact</li><li>Influence and Negotiating Sales</li><li>Planning and Organization</li><li>Results Driven</li><li>Bilingual (French and English) - We require a bilingual speaking executive because this role requires frequent interactions and communications with employees, customers and others who are located outside of Quebec.</li></ul>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.</div><div><ul><li>Required to use motor coordination with finger dexterity (such as keyboarding, machine operation, etc) part of the work day;</li><li>Required to exert physical effort in handling objects less than 30 pounds rarely;</li><li>Required to be exposed to physical occupational risks (such as cuts, burns, exposure to toxic chemicals, etc) rarely;</li><li>Required to be exposed to physical environment which involves dirt, odors, noise, weather extremes or similar elements rarely;</li></ul>Normal setting for this job is: office setting. 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 RRSP, 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." </div>

Représentant(e) des ventes internes (bilingue) - Inside Sales Executive (Bilingual)

Business Development

Campaigns

Cold Calling Skills

Communication Skills

Consultative Sales

Customer Relationship Management (CRM)

Environmental Work

Machining Operations

Manual Dexterity

Marketing

Materials Planning

Microsoft Office

Needs Assessment

Post-Sales

Pre-Sales

Pricing

Problem Solving Skills

Research Skills

Sales Administration

Sales Closing Skills

Sales Prospecting

Sales Support

Small Business

Solution Sales

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