Major Account New Business Representative

Rumpke•Bloomington, IN

56d

About The Position

The Major Account New Business Representative is a region-based position that has been assigned a named list of accounts. In addition, this position is responsible for identifying leads within those existing accounts as well as proactively prospecting, and selling new and profitable business (locations and/or services) within an assigned geographic area (territory). The Major Account New Business Rep meets regularly with prospective new or existing clients in his or her assigned region to deliver sales presentations, follow up with key decision makers and sell Rumpke's full suite of services, including total waste management solutions, as appropriate. Through a combination of sound lead identification, prospecting strategies and closing skills, this position helps secure our visible presence in the marketplace.

Requirements

Computer proficiency in Windows and Microsoft applications
Excellent written, verbal and listening skills
Strong negotiation skills; ability to drive decision-making
Time and territory management skills to ensure focus on value-added sales activities
Self-motivated with experience in developing and executing business strategies
Strong organization and records management skills
Possess the ability to initiate action and produce strong results
Must be able to develop and present solutions to gain customer buy-in
Minimum 3-4 years sales or business development experience with a proven record of success
Legally eligible to work in the United States
Valid driver's license (if applicable)
Must successfully complete pre-employment testing
Must be able to read and speak the English language

Nice To Haves

Waste industry experience preferred

Responsibilities

Identifies viable leads, manages prospects, and acquires new, profitable commercial, industrial, and recycling business to meet and exceed established revenue goals
Effectively manages prospects utilizing Rumpke sales tools to schedule and document all activities, on a daily basis, developing necessary information profiles on prospective customers to achieve new business growth
Completes scheduled phone blocks and cold call prospecting activities to establish first appointments and follow-up appointments with decision-makers
Prepares and delivers sales presentations to prospective new clients; follows up with key customer decision makers to close sales
Develops and maintains an awareness of market dynamics and competitive trends in designated markets to anticipate changing customer needs
Establishes and maintains a high level of customer satisfaction communicating to and working with the Regional Sales Manager and Operation teams to resolve unique customer issues or concerns and gain commitment
Regularly meets with Sales Manager to review weekly prospects, sales activities, progress versus goals and status of key target accounts
Sets expectations and priorities; interacts with decision-makers to ensure required deliverables are met according to project timeline commitments
Uses in depth industry and company knowledge, prepares complex proposals clearly identifies our available services, lines of business, making recommendations on equipment optimization, leasing options and right sizing opportunities as appropriate, to grow targeted profitable revenue and contribute to Company goals and objectives
Effectively communicates pricing and service strategies working closely and effectively with key region management team members to review, resolve and implement necessary action plan strategies ensuring business units overall effectiveness
Prepares and provides on time completion of monthly tracking and sales reporting ensuring information is complete, accurate and timely (daily, monthly, quarterly, and annually)
Attends industry trade shows, symposiums, conferences and participates in associations and trade groups
Performs other duties as assigned