• Serve as the lead point of contact for customer account management matters • Establish and maintain a high level of customer satisfaction • Align Waste Management products and services with customer needs • Negotiate, update, and renew customer service agreements • Resolve challenging customer requests • Communicate rates, charges, and service strategies • Collaborate with sales team to identify and grow opportunities • Use Waste Management sales productivity software tools • Prepare reports and handle general administrative duties

• Serves as a key point of contact for WM's Small/Medium business customers. • Focuses on retaining and growing the team's book of business. • Manages inbound call requests and proactive customer outreach. • Prevents customer cancellations and secures updated contract agreements. • Utilizes change management processes to meet sales demands. • Controls sales assignments by allocating time to retention and acquisition goals. • Explores alternatives to reach mutually beneficial sales agreements. • Contributes to team responsibilities in a team environment. • Navigates through systems ensuring accurate documentation of customer interactions. • Uses WM sales productivity software tools such as Salesforce.com. • Analyzes reports and handles general administrative duties as needed.

• Develop and execute a sales strategy within the assigned market segment • Understand the prospect’s business through excellent discovery and qualification • Deliver the Built value proposition in a clear and compelling manner to C-suite executives and decision-makers who may have limited software experience • Qualify prospects and build business cases (e.g. ROI and workflow illustrations) for adoption • Progress opportunities through various types and sizes of companies involved in construction (commercial developers, investors, contractors) to close software agreements • Coordinate with executive management and other internal teams (client services, product, marketing, SE’s) to ensure a great client experience and to continuously improve processes and products • Rapidly learn the market, the decision-makers, our products, and the value propositions, successfully meeting or exceeding agreed-upon quotas

• Manage and expand your customer base within the sales territory • Provide tailored advice and coordinate targeted agreements • Ensure optimal shelf placement, execute creative promotions, and maintain a professional in-market presence • Train sales staff and represent the company at trade fairs • Plan routes and complete reporting using iPad and online tools • Analyze competitors and market trends