Customer Success Manager

Waste-Pro; Jacksonville (FL); On-site; USD 70,000 - 110,000; Full time

Job summary

Waste Pro is seeking a Customer Success Manager in a field-based role to drive long-term growth and retention of revenues. You will manage a defined territory, perform proactive site visits, and align Waste Pro services to client needs through consultative selling and effective coordination with regional and corporate sales leadership.

The position emphasizes solving customer concerns, renewing contracts, and maintaining strong relationships while navigating pricing and service changes in a

Qualifications

• Bachelor's/associate degree in business, marketing, or communications or related experience.
• 2–5 years of sales/account management experience in a B2B environment preferred.
• Proven consultative selling, negotiation, and closing skills.

Responsibilities

• Develops maximum potential sales volume and profitability within defined territory.
• Applies long-term strategic market and sales planning with regional leadership.
• Maintains collaborative customer experience with pro-active in-person visits within the region.

Skills

Consultative selling

Negotiation

Account management

Forecasting

Pricing

Relationship building

Client interaction

Education

AS/BA/BS in business, marketing, or communications

Tools

Salesforce CRM

MS Outlook

Microsoft Word

PowerPoint

Excel

Job description

The Waste Pro Sales Customer Success Manager provides for the long-term growth and retention of WP revenues through consistent, effective existing customer interactions and relationship building activities. Through a defined territory plan, Customer Success Manager shall complete both proactive and reactive site visits to handle business/service changes, resolve issues and work in existing service agreements to extend the collection, processing, transportation and disposal of solid waste and recyclables. The Customer Success Manager uses consultative/strategic selling skills to understand economic and buying influences and works with their Division Manager and/or Region Sales Manager and other internal business partners (e.g. Division Managers) to meet client expectations and ensure durable relationships with our customers.

ESSENTIAL JOB FUNCTIONS:

1. Develops maximum potential sales volume and profitability within defined territory.
2. Participates in partnership with Regional Sales Manager and Corporate Sales leadership in developing short and long-term strategic Market and Sales Planning.
3. Develops a collaborative customer experience within the regional geographical area, calling on existing customers by pro-active schedule plan of in-person visits.
4. Ensures customer satisfaction through direct communication and solicitation of feedback.
5. Matches Waste Pro services and to client business needs and delivers the support required, initiates internal change actions to meet and exceed these customer needs.
6. Effectively manages and develops service/price change transactions.
7. Uses prompt and effective communication to relay customer needs to internal operations.
8. Meets or exceeds weekly existing customer visit activity goals.
9. Understands the local competition and uses industry/company knowledge to prepare winning proposals that match customer requirements.
10. Accountable in partnership with corporate sales, marketing, and regional management for developing bid and RFP submittal packages and ensuring that proposals meet all specification requirements, required pro-forma, pricing and professional quality in appearance/content.
11. Interfaces with WP executives, managers, associates to develop effective actions to ensure client success.
12. In tandem with both Division Manager and Region Sales Manager, actively solves customer concerns and closes renewal contracts through negotiation, competitive pricing and proactive adherence to defined sales strategy.
13. Stays directly involved in complaint resolution and resolves issues as needed in support of the customer and in compliance with local, state and federal regulations.
14. Actively participates in community events and activities where applicable to promote WP's distinguishable difference (e.g. Chambers of Commerce, Local League of Cities, Keep America Beautiful affiliates, SWANA, community cleanup events, civic associations, local charitable organizations, etc.).
15. Keeps management apprised of individual and sales activities which may impact the Division, Region, and Company. Uses Salesforce to track next steps, complete transactions and report both activities and sales results. Accurately forecasts monthly, quarterly, and annual revenue performance.
16. Partners with Corporate Sales, Marketing and Regional Specialists surrounding possibilities for press coverage, need for collateral literature, advertising and sponsorship recommendations.
17. Uses a standard format saleforce agreements tool for maintaining status of sales activities.

OTHER JOB RESPONSIBILITIES:

• * Employees in this job classification must attend and participate in corporation sponsored training courses as assigned.
• * Employees in this job classification are responsible for keeping up to date on current technology, as job appropriate, being used by Waste Pro USA.
• * Any additional job duties that may be assigned by the Supervisor.

QUALIFICATIONS:

• * Education: Prefer, AS/BA/BS degree in business, marketing, or communications.
• o Related work experience can be substituted for educational requirements.
• * 2-5 years of sales, account management/client success experience within the Managed Services sector.
• o Prefer waste and recycling experience or B2B commercial/industrial experience
• * Demonstrated ability to apply consultative and solutions based selling skills.
• * Applied skills in negotiation, bid responses, contract management, forecasting and reporting.
• * Experience customer interaction, negotiation, presentation skills, account management, forecasting, pricing, and sales closure.
• * Superior written and oral communication skills combined with above average organization, interpersonal, listening, and problem-solving skills.
• * Professional demeanor and ability to function with the utmost honesty and integrity.
• * Must demonstrate a basic understanding of applied use of sales automation technology (CRM) used in support of the sales process.
• * Proficiency in using array of software packages, including MS Outlook, Word, PPT and Excel.
• * Knowledge of the Waste Industry, competitors, and relevant external forces that influence the client's buying decision.
• * Well versed in problem solving, market research, financial/profitability analysis, pricing, and client relationship management.
• * Organized and intellectually able to eliminate sales obstacles through creative and adaptive approaches.
• * High degree of autonomy, yet team oriented with ability to work cross functionally within dynamic environment.
• * Must be prepared for extensive travel within a defined sales area.

CDL Required

No CDL Required

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Special Considerations/Physical Work Requirements :

• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.
• * Required to use motor coordination with finger dexterity (such as keyboarding, machine operation, driving, etc.) most of the work day;
• * Properly licensed with ability to drive a motor vehicle extensively within a defined sales area/territory

WORK ENVIRONMENT:

• * Normal setting for this job is: Office Setting/Outside Sales.

This Company is an Equal Opportunity Employer, and does not discriminate on the basis of race, gender, ethnicity, religion, national origin, age, disability, veteran status, or on any other basis prohibited by law. Information on race, gender and national origin will only be used for statistical and recordkeeping purposes, and will not be used in making any employment decisions. All information provided will be kept separate from your expression of interest. Providing this information is strictly voluntary, and you will not be subjected to any adverse action or treatment if you choose not to provide this information. If you do not choose to answer these questions, we ask that you select "Decline to Identify" for each question. Thank you for your voluntary cooperation.