Public Sector Account Executive - Southeast MI

Public Sector Account Executive

The Public Sector Account Executive will manage and maintain existing relationships in the public/municipal sector, while also pursuing new opportunities in the Motor City MSA. The territory will include greater Detroit and the surrounding suburbs, with day travel throughout the area on a regular basis. This position will help to fully leverage our market presence, deepen relationships with existing clients, and accelerate the pursuit of new business.

Uses sales skills and content knowledge to promote and assist with sales and service activities for public sector customers and prospects in a designated area. Uses a consultative selling approach to retain and expand business with current WM customers. Assists in establishing and maintaining effective working relationships with WM's franchise operations in cities, counties, and special districts ensuring that existing, extended, and new contracts are favorable to the Company.

Serves as a company representative for local officials, community stakeholders, and associated businesses. Uses various media channels to coordinate and disseminate publicity and good-will information concerning WM.

To perform this job successfully, an individual must be able to satisfactorily execute the following duties and responsibilities:

• Manage existing contracts including relationship maintenance, contract terms, service offerings, price increases and extensions
• Maintain and enhance customer relationships and satisfaction through involvement in the community. This includes but is not limited to: attending public functions, City Council/Board meetings and other community events, conducting community educational and informational outreach and working with appropriate media outlets for communication purposes
• Coordinate activities with other WM departments as necessary to deliver on contract and service expectations
• Develop strategies to strengthen/deepen service offerings and wallet share of existing contracts
• Utilize contract management and audit tools to maximize contract value and compliance
• Utilize revenue acceleration tools for existing contract renewals and target pursuits, shaping RFPs and existing contracts to provide value propositions that match customer needs and WM offerings
• Develop community partnerships with elected officials and key community stakeholders that result in positive press coverage and have a beneficial impact on the community and WM
• Provide support and insight on political strategies, activity and needs within a community
• Coordinate, oversee and manage all bid responses, including pricing analysis, reporting and other exhibits as required
• Develop marketing strategies that identify retention and growth opportunities that include supporting strategies, resources and timelines necessary to accomplish goals
• Continue to build skills by participating in on-going training offered by the Company

This job has no supervisory duties, but may occasionally act as a team lead.

The requirements listed below are representative of the qualifications necessary to perform the job:

• Education: Associate's Degree (accredited) in Business Administration, Communications, Political Science, Economics, or in lieu of degree, High School Diploma or GED (accredited) and 2 years of relevant work experience.
• Experience: Three years of relevant work experience in government relations, outside sales, public service, or related fields (in addition to education requirement).

Negotiation skills and experience with profitability analysis required

Bid preparation and contract management strongly preferred

Demonstrated organizational capabilities

Excellent verbal and written communication skills including the ability to effectively deliver presentations to small and large groups

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. Normal setting for this job is: office setting and work from home.

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 401K, and more! Our employees also receive Paid Vacation, Holidays, and Personal Days. Please note that benefits may vary by site.