I. Job Summary

Generates profitable new account revenue by leading team of Construction Services Sales Representatives. Assists in developing and executing the Market Area’s Sales and Marketing Plan in order to achieve revenue goals for the Outside Sales channel. Identifies, qualifies and ranks prospects and assigns selling responsibility to the appropriate Construction Services Account Managers, Construction Services Sales Specialists, and Construction Services Account Specialists.

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.

• Maintains and reinforces the corporate sales strategy and design with the Outside Sales Team.

• Establishes and maintains a high level of customer satisfaction. Communicates to and works with Market Area Management to resolve unique prospective customer issues.

• Demonstrates outstanding management and customer service skills to motivate sales team members.

• Maintains an ongoing training, coaching and mentoring program in order to develop the skills of their Construction Services Account Managers, Construction Services Sales Specialists, and Construction Services Account Specialists.

• Supervises activities of their Construction Services Account Managers, Construction Services Sales Specialists, and Construction Services Account Specialists and ensures that team members meet or exceed sales call activity, sales pipeline growth, and new sales revenue.

• Effectively manages, maintains and ensures the use of Waste Management sales tools (i.e. Prospect Management, Proposal Program, Pricing Tools, etc.). Ensures entire team is well trained in the use of these tools.

• Provides expert industry knowledge and interpretation to their Construction Services Account Managers, Construction Services Sales Specialists, and Construction Services Account Specialists and customers.

• Assists in the communication and maintenance of the Market Area’s pricing and service strategies.

• Interviews and selects qualified candidates for their Construction Services Account Managers, Construction Services Sales Specialists, and Construction Services Account Specialists positions.

III. Supervisory Responsibilities

The highest level of supervisory skills required in this job is the management of supervisory employees. This includes:

• Direct supervision of 10 full-time employees, including: Account Manager - Construction Sales, Builders Direct Desk Agent, Construction Sales Specialist.

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

• Education: Bachelor’s degree (accredited), in Sales/Marketing or similar area of study, or in lieu of degree, High School Diploma or GED (accredited) and four (4) years of relevant experience.

• Experience: Five (5) years of business-to-business sales, plus three (3) years in direct business-to-business sales, business-to-business cold calling, and phone-based business-to-business prospecting resulting in successfully obtaining customer appointments (in addition to education requirement).

B. Certificates, Licenses, Registrations or Other Requirements

• Driver's license

C. Other Knowledge, Skills or Abilities Required

• Employees must be able to: build relationships, communicate with impact, demonstrate adaptability, think analytically, demonstrate integrity and courage, demonstrate professionalism, demonstrate leadership/coaching, initiate action, produce results, think strategically, focus on customers, gain commitment, influence and negotiate, leverage diversity, manage work/time, plan and organize, and use ethical practices.

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.

• 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 and/or outside sales.

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".