Business Development Manager - Strategic Growth

WM; Dover (DE); On-site; USD 100,000 - 126,000; Full time

Benefits offered by this job

Stock purchase plan

401(k) matching

Paid vacation & holidays

Job summary

WM Sustainability Services seeks a growth-focused sales professional to drive the development and delivery of differentiated value propositions and proposals. You will leverage pricing strategy, operational efficiencies, regulatory compliance, and sustainability performance to engage WM Sales and target customers with proactive proposals of WMSS services, including cross-sell and new accounts.

This role requires 25-50% travel and involves developing business plans, prospecting, and closing sales

Qualifications

• 5 years of relevant work experience in marketing and/or business development in the services industry.
• Bachelor's degree or equivalent required; in lieu of degree, HS Diploma + 4 years experience.

Responsibilities

• Develops and delivers proposals and value propositions to target WM Sustainability Services customers.
• Maintains and leverages the prospect database to manage the sales pipeline and achieve new sales goals.
• Prepares and negotiates contracts; coordinates with WM Sales and internal teams to cross-sell and expand accounts.

Skills

Marketing & BD experience

Proposal development

Education

Bachelor's degree in Business Admin/Economics/Finance/Environmental Science/Sustainability

Job description

Job Summary

Responsible for driving growth of WM Sustainability Services through the development and delivery of differentiated value propositions and proposals through the application of solution development, pricing strategy, operational efficiencies, regulatory compliance, and sustainability performance. Utilizes WMSS Leads data and other business intelligence sources to engage WM Sales and target customers with proactive proposals of WMSS services (cross sell and new accounts). Researches competitive markets and identifies new opportunities and technologies and creates appropriate business plans. Develops and executes business plan related to prospecting and closing sales in a team-sell environment and drive internal value to the organization. Works closely with WM internal constituents to cultivate existing accounts and initiate new account implementations.

This position will require 25-50% travel.

Essential Duties and Responsibilities

• Effectively manages prospects by developing sound marketing plans and maintaining key information in the prospect database.

• Maintains sales pipeline to achieve goals for new sales.

• Matches services with customer needs by demonstrating knowledge of customers, pricing and competition; effectively communicates pricing and service strategies; proactively engages other Waste Management business opportunities.

• Identifies partner suppliers and maintains a database of potential projects based on competitive market analysis.

• Interfaces with WM business segment partners to resolve unique customer issues.

• Performs feasibility studies to evaluate current and potential infrastructure, competitive pricing, permitting and operational conditions.

• Performs market analysis and provides recommendations on strategy.

• Establishes network of contacts in the industry to identify potential projects.

• Prepares proposals to third parties and follows through with contract negotiations.

• Maintains current knowledge of external market trends, current sustainability topics & issues, internal sale strategies and operational capabilities.

• Develops and delivers effective customized sales presentations and proposals and supports on-going marketing efforts for existing and proposed projects.

• Solicits grant funding from partners and other sources. Reviews potential grants and oversees grant approval and execution process.

• Promotes outreach activities to partners at trade shows and conferences.

Qualifications

A. Required Qualifications

• Bachelor's Degree (accredited) in Business Administration, Economics, Finance, Environmental Science, Sustainability or "Green" curriculum, or in lieu of degree,

• High School Diploma or GED (accredited) and four years of relevant work experience.

• 5 years of relevant work experience in marketing and/or business development in the services industry (in addition to the education requirement).

Must live and work in the U.S.

Physical Requirements

Listed below are key points regarding physical demands, physical and occupational risks, and the work environment of the job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of the job.

Office: This job primarily operates in a professional office environment and routinely requires the use of standard office equipment such as computers, phones, copy machines, etc.

Pay:

The expected base pay range for this position across the U.S. is $100,000 - $125,600 . This range represents a good faith estimate for this position. The specific salary offered to a successful candidate may be influenced by a variety of factors including the candidate’s relevant experience, education, training, certifications, qualifications, and work location.

Benefits

At WM, each eligible employee receives a competitive total compensation package that includes medical, dental, vision, life insurance, and short-term disability. In addition, we offer a stock purchase plan, company matching on a 401(k), and more. Employees also receive paid vacation, holidays, and personal days. Please note that benefits may vary by site.

Equal Opportunity Employer: Minority/Female/Disability/Veteran