Industrial Account Executive - Northeast Ohio

Waste Management, Inc. (WM)•Cleveland, OH

17h•Hybrid

About The Position

The Industrial Account Executive (IAE) will cover our Northeast Ohio territory, which will include Cleveland, Akron, Canton, and Youngstown, OH. This will be a hybrid / remote position and candidates should be local to the area. This position is a combo hunter / farmer, meaning you will be responsible for new business as well as retention of existing accounts. Prior outside / field sales experience in an industrial setting will be preferred, with emphasis on technical and hazardous / special waste sales experience. Presents the full line of WM services to prospective WM customers or assigned area of responsibility. Manages existing revenues and develops revenue opportunities within an established geographical territory. Meets or exceeds individual sales goals for new business with industrial and hazardous waste customers.

Requirements

Bachelor's Degree (accredited) or in lieu of degree,
High School Diploma or GED (accredited) and 5 years of relevant work experience.
3 years Industrial or hazardous waste sales work experience (in addition to education requirement.)

Nice To Haves

CHMM or equivalent

Responsibilities

Effectively utilizes, coordinates, and cultivates relationships with internal and external customers. Interacts and works cohesively with WM’s local operational staff and the other industrial sales team members.
Achieves or exceeds budgeted revenue goals for new business with industrial and hazardous waste customers in assigned sales territory.
Maintains existing base business; identified new waste streams and new base business customers. Targets and closes event business opportunities.
Drives pre-tax profits through innovative pricing and contracting strategies.
Develops comprehensive sales plan for assigned territory in conjunction with division sales plan and goals.
Works in tandem with Technical Service Representatives to assist customers in every aspect of waste disposal process. This includes but is not limited to waste profiling, proposal preparation, pricing, contracting, and providing regulatory updates.
Demonstrates a working knowledge of industrial and hazardous waste regulations (RCRA, TSCA, CERCLA).
Demonstrates superior sales and organizational skills.
Identifies local market dynamics and defines and implements basic countermeasures to offset competitive campaigns, pricing deterioration, and/or changes to regulatory drivers.
Assists in collecting receivables within contracted period.
Communicates competitive and market information to management to assist in business unit planning and strategies.
Maintains firm adherence to the management and control of confidential information.
Provides monthly sales reports, commissions, and expenses on a timely basis.
Attends industrial sales meetings and training classes as deemed appropriate.
Performs special projects and other tasks as assigned by the Industrial Sales Manager.