WM

• Partners with Area Sales Directors to execute programs for both Field-based and Inside Sales Segments • Functions as the lead for implementation of SMB Field-based and Inside Sales segment initiatives on an enterprise-wide basis. • Promotes communication and coordination within the Area’s sales organization by compiling and analyzing SMB Field-based and Inside Sales segment sales data • Proactively provides guidance / identification of additional opportunities to accelerate growth • Engages in budget and planning process as it pertains to Sales target setting for WM’s sales to small and medium businesses. • Analyzes data and trends to identify growth and price related performance opportunities • Partners with Marketing on demand generation activities that drive WM’s sales to small and medium businesses.

• Lead the development and continuous improvement of environmental programs • Monitor for changes in federal environmental regulatory requirements • Assist in development of environmental policies, directives, standards and guidance • Continually improve and manage Information Services for compliance assurance • Develop and/or enhance existing environmental training programs • Provide technical and regulatory assistance to field operations • Develop and execute routine communications with Corporate and Area management • Support and manage our HBU laboratory program consultant • Facilitate routine team meetings with key stakeholders • Oversee and support E-Manifest program requirements • Identify opportunities for HBU program efficiency and optimization

• Communicates back and forth with WM Drivers to assist with problem resolution while on route • Handles incoming service orders, directs drivers, and resolves service issues • Interacts with customers including WM customer service, sales, and operational staff • Uses WM proprietary software to manage same day ticket routing and prepares routes for the next day • Dispatches drivers to calls as they are received • Works with sites and service department to optimize routes • Determines daily level of driver staffing • Assigns routes and service tickets to drivers • Handles incoming calls and e-mails from customer service and sales department • Initiates communication to customers for on-site issues • Troubleshoots and resolves delivery and pick-up problems • Ensures same-day service on missed pick-ups

• Oversees planning and execution of large and moderately complex projects and programs • Inspects and analyzes program sites, and monitors compliance with policies, procedures, and regulations • Assembles program teams, assigns individual responsibilities, develops schedules and determines and acquires resources needed • Develops and maintains program plans and budgets and prepares and analyzes performance reports • Negotiates, administers, and manages contracts of contractors and consultants • Serves as liaison between team members and functional area management requesting program • Supervises team work processes and procedures and expenses and supports programs which drive team performance toward departmental and organizational goals • Reviews and evaluates work to ensure quality, timeliness and ensures quality control in adherence to policies and procedures • Oversees program personnel needs including coaching, training, and evaluating employee performance. Provides input into termination, compensation, and promotion decisions.

• Acquires new customers and converts existing customers through prospecting. • Receives inbound calls and makes outbound sales calls to prospective and existing customers. • Effectively utilizes consultative selling strategies to attain assigned revenue and quota goals. • Builds a pipeline of potential future business by prospecting via synchronous and asynchronous channels. • Meets or exceeds assigned performance metrics and key expectations.

• Support the design and administration of comprehensive compensation programs including job architecture, market benchmarking & annual base pay and bonus planning processes. • Consult with Human Resources Business Partners, Directors, and Managers about compensation programs, policy, practices, and compensation related activities. • Provides training, guidance, and support on compensation processes, tools, and philosophy to the Compensation team and business partners. • Partner with Human Resources Technology to ensure the HCM system supports current compensation programs. • Conduct market pricing activities including job matching, data analytics, benchmarking, and job pricing. • Assist in the evaluation of jobs and application of existing job classifications to individual employees. • Assist in annual review of market competitiveness of WM pay structure. • Prepares presentations to summarize findings from compensation analyses. • Stay up-to-date on current compensation-related legislation.

• Gathering and inputting all daily data • Ensure all operational data is entered correctly • Communicate daily with driver(s) regarding missing time clock entries • Validate all driver and helper information • Manage cases and confirm/close-out customer tickets • Assist with data collection and reporting for incentive pay programs • Landfill reconciliation and area disposal reporting • Mentor Data Specialist I's as needed

• Provide exceptional customer service to large accounts. • Handle bid work. • Conduct site visits, waste audits, and address safety concerns. • Manage highly transactional accounts. • Establishes and maintains a high level of customer satisfaction. • Communicates to and works to resolve unique customer issues. • Increases revenue and profitability by executing sound plans on retention calls to improve the customers’ service and/or profitability • Matches WM services with customer needs by demonstrating knowledge of customers, pricing and competition; effectively communicates pricing and service strategies; proactively engages other WM business opportunities, referring internally as appropriate. • Proposes customer solutions that are compliant with appropriate local, state and federal regulations. • Updates and secures customer service agreements. • Effectively use WM sales productivity software tools (i.e. Prospect and Customer Database, Proposal Program, Pricing Tools, etc.)

• Supports the growth and development of the Bagster line of business • Soliciting orders for the Bagster program by identifying prospects • Telephoning respective contractors to persuade them to purchase the Specialized WM product • Building new business relationships with contractors and home restoration businesses • Developing and implementing sound retention strategies

• Senior Account Executives are responsible for maintaining and growing billable value in their assigned accounts • Preventing customer account losses and growing billable value by selling permanent new waste streams, new services, and new products to current and prospective customers • Initiate business-to-business sales relationships • Responsible for prospecting and closing sales opportunities to achieve budgeted sales goals by developing and implementing sound selling strategies • Manage prospects by developing sound prospect development plans and maintaining key information in the prospect database • Maintain sales pipeline (both in terms of quantity and quality) to achieve new sales goals • Minimize most revenue and accounts by maintaining SSDO relationship health standards and diffusing cancellation requests • Increase revenue and profitability by executing sound plans on retention calls to improve the customers’ service and/or profitability • Establish and maintain a high level of customer satisfaction