at GFL Environmental in Mokena, Illinois, United States
Job Description
The National Account Manager - Brokered Services will be responsible for managing all aspects with respect to our Retail Hazardous Waste Program and/or accounts that span multiple provinces requiring a single point of contact. This includes New Sales, Retention, Customer Service and Scheduling. The focus will be on offering Retail and industrial environment solutions to broker and disposal customers and growing the revenue/profitability within this National Accounts Program and Business Units.Key Responsibilities/Accountabilities:
• Call on waste brokers and TSDFs to sell full-service end to waste disposal services to new customers by demonstrating comprehensive knowledge of our products and services, as well as the value proposition for customers.
• Develop new business opportunities by building and sustaining strong, trusting relationships with customers and prospects. This includes outbound prospecting, contract renewal, and follow-up to targeted marketing leads.
• Negotiate and secure new contracts, while meeting or exceeding established annual goals.
• Participate in market development activities by identifying areas/market within territory that are under-developed and implementing initiatives to increase market penetration and increase sales through new sales initiatives.
• Work with the Customer Service team.
• Work with the Transportation team.
• Responsible for necessary portals and client reporting requirements.
• Conduct QBRs with key clients.
Contacts (Internal/ External:
• Regular contact with GFL operations sales, marketing, and customer service departments regarding various issues.
Required Knowledge, Skills & Abilities Required:
• Ability to sell to and develop strong, long-lasting customer and team member relationships with all levels of professionals within organizations (internal and external)
• Ability to present ideas and information in a clear, concise, organized, and diplomatic manner; ask appropriate questions in order to obtain information; listen to others to respond effectively to ideas and questions. Present prepared information to individual and groups in a manner that is clear and concise, holds their interest and addresses their needs or concerns.
• Ability to clearly articulate the advantages of all GFL programs and can discern which programs to sell.
• Understands how to manage a complex sales process with multiple facilities and decision makers.
• Utilized as a resource by clients when questions or opportunities arise related to Stericycle's business or related fields.
• Employs a strategic approach to assigned clients and targets opportunities in conjunction with regional goals.
• Demonstrates being capable of working through challenging customer negotiations and securing long-term win/win agreements with good terms and annual price increases to offset the rising costs of a transportation/compliance driven company.
• Utilizes effective communication skills across the GFL organization to manage the sales process and deliver Customer 1st service to every account.
• Ability to manage Region to meet or exceed GFL account acquisition goals.
• Ability to manage Region to meet or exceed revenue goals for GFL Environmental Services USA LLC.
• Proven solution-selling experience and complex sales process skills, along with documented results of overachieving quotas.
• Exceptional networking, cold calling techniques & skills.
• Strong computer skills knowledge: Salesforce, Excel, PowerPoint
Requirements:
• Education equivalent to Bachelor's Degree in Sales/Marketing, or the equivalent in related work experience.
• 3-5 years of experience in direct sales: hospital or industrial waste experience is a must.
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We thank you for your interest. Only those selected for an interview will be contacted.
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