Manager, Inside Sales Support

Waste Management, Inc. (WM)•Davie, FL

2d•Hybrid

About The Position

This position is responsible for developing, writing, and editing sales proposals, presentations, and marketing support material. It involves conducting opportunity-based market research and managing tools to assist the sales organization in targeting high potential accounts and developing value propositions. The role manages sales support and sales proposals for the benefit of the WM sales organization. The process of managing proposals includes reviewing RFPs and RFIs, developing proposal task lists, writing responses, tracking proposal development, pricing, and producing marketing collateral to support sales efforts. The position requires an understanding of the waste industry, waste industry technologies and market, sustainability trends in business, and how to solicit work from accounts. This role works extensively with the sales organization as well as with managers and senior leaders from every functional area within WM.

Requirements

Bachelor's Degree (accredited) in Sales, Marketing, Advertising, Business Administration, Communications or similar area of study, or in lieu of degree, High School Diploma or GED (accredited) and 4 years of relevant work experience.
5 years related work experience (in addition to education requirement).

Responsibilities

Serves as liaison and interfaces with sales teams in making recommendations for communications, needs and strategies including, but not limited to proposals, pricing, RFP's, letters, etc.
Administers current proposal writing team (e.g. two marketing analysts and an intern); mentors and guides work and habits as appropriate; provides daily feedback and makes suggestions for improvement as needed.
Manages proposal writing process and module program; makes suggestions for improvements and creates efficiencies in current processes.
Creates and maintains market and competitive intelligence that delivers actionable information on customer and competitor initiatives as well as service capabilities to the sales team and assists in the development of competitive sales plans.
Functions as a communications department/resource regarding internal and external communications including but not limited to newsletters and surveys.
Locates and manages research data sources and resources as needed for field (e.g. Lexis-Nexis, Hoover's, First Research, Environmental Business Journal Report, etc.); stays abreast of new sources and makes field aware of data and capabilities.
Performs market research to increase the number of quality prospects in the sales pipeline that will result in a shortened sales cycle and increased close rate.
Identifies market trends impacting customers' businesses and assists sales in formulating value propositions that deliver thought leadership to the market place.
Translates opportunity/customer needs into new solutions with recommended sales approach.
Collaborate with the sales team to identify external market dynamics that create emerging and accelerating trends within our customers' industries, and provides guidance to the sales team to leverage this research into meaningful account strategies; includes leading the sales team in workshops to develop such strategies and actions plans.
Assists the sales organization in planning and equipping trade show events.
Performs other duties as assigned.
Participates in special projects