Overview / Summary :
The Major Account Executive will be responsible for expanding the company’s pharmaceutical, manufacturing and industrial waste disposal services by pursuing and obtaining new business within defined sales territory.
The focus will be on developing relationships with mid to large size customers, offering environment solutions and growing the revenue / profitability within this business unit.
Key Responsibilities / Accountabilities
Call on manufacturers and distributors for different industries to sell full service waste disposal services to new customers by demonstrating comprehensive knowledge of our products and services, as well as, the value proposition for customers.
Develop new business opportunities by building and sustaining strong, trusting relationships with customers and prospects.
This includes outbound prospecting, contract renewal, and follow-up to targeted marketing leads.
Negotiate and secure new contracts, while meeting or exceeding established annual goals.
Participate in market development activities by identifying areas / market within territory that are under-developed, and implementing initiatives to increase market penetration and increase sales through new sales initiatives.
Required Knowledge, Skills & Abilities Required :
Ability to sell to and develop strong, long-lasting customer relationships with all levels of professionals within organizations.
Ability to present ideas and information in a clear, concise, organized, and diplomatic manner; ask appropriate questions in order to obtain information;
listen to others to respond effectively to ideas and questions. Present prepared information to individual and groups in a manner that is clear and concise, holds their interest and addresses their needs or concerns.
Ability to clearly articulate the advantages of all Stericycle programs and can discern which programs to sell.
Understands how to manage a complex sales process with multiple facilities and decision makers.
Utilized as a resource by clients when questions or opportunities arise related to Stericycle's business or related fields.
Employs a strategic approach to assigned clients and targets opportunities in conjunction with regional goals.
Demonstrates being capable of working through challenging customer negotiations and securing long term win / win agreements with good terms and annual price increases to offset the rising costs of a transportation / compliance driven company.
Utilizes effective communication skills across the Stericycle organization to manage the sales process and deliver Customer 1st service to every account.
Ability to manage Region to meet or exceed Stericycle account acquisition goals.
Ability to manage Region to meet or exceed revenue goals for Stericycle.
Education and Experience Required :
Education equivalent to Bachelor’s Degree in Sales / Marketing, or the equivalent in related work experience.
3-5 years of experience in direct sales : hospital or industrial waste experience a definite asset.
Proven solution-selling experience and complex sales process skills, along with documented results of overachieving quotas.
Exceptional networking, cold calling techniques & skills.
Strong computer skills knowledge : Salesforce, Excel, PowerPoint
May require mandatory immunizations and credentialing based on customer requirements.