The Major Account Representative (M.A.R.) is a region-based position that has been assigned a named list of accounts. This position is responsible for identifying leads, proactively prospecting, and selling new and profitable business (locations and/or services) within an assigned geographic area (territory). The Major Account Rep meets regularly with prospective new clients in his or her assigned market area to deliver sales presentations, follow up with key decision makers and sell Rumpke's full suite of services, including total waste management solutions, as appropriate. Through a combination of sound lead identification, prospecting strategies and closing skills, this position helps secure our visible presence in the marketplace.

Responsibilities of Position:

• Identifies viable leads, manages prospects, and acquires new, profitable commercial, industrial, and recycling business to meet and exceed established revenue goals.
• Effectively manages prospects utilizing Rumpke sales tools to schedule and document all activities, on a daily basis, developing necessary information profiles on prospective customers to achieve new business growth.
• Completes consistently scheduled phone blocks and cold call prospecting activities to establish first appointments and follow-up appointments with decision-makers.
• Prepares and delivers sales presentations to prospective new clients; follows up with key customer decision makers to close sales.
• Develops and maintains an awareness of market dynamics and competitive trends in designated markets to anticipate changing customer needs.
• Establish and maintain a high level of customer satisfaction communicating to and working with the Regional Sales Manager and Operation teams to resolve unique customer issues or concerns and gain commitment.
• Regularly meets with Sales Manager to review weekly prospects, sales activities, progress versus goals and status of key target accounts.
• Sets expectations and priorities; interacts with decision-makers to ensure required deliverables are met according to project timeline commitments.
• Using in depth industry and company knowledge, prepare complex proposals clearly identifying our available services, lines of business, making recommendations on equipment optimization, leasing options and right sizing opportunities as appropriate, to grow targeted profitable revenue and contribute to Company goals and objectives.
• Effectively communicate pricing and service strategies working closely and effectively with key region management team members to review, resolve and implement necessary action plan strategies ensuring business units overall effectiveness.
• Prepares and provides on time completion of monthly tracking and sales reporting ensuring information is complete, accurate and timely (daily, monthly, quarterly, and annually).
• Attends industry trade shows, symposiums, conferences and participates in associations and trade groups.
• Other duties as assigned.

Skills & Abilities Needed for Position:

• Excellent computer skills (MS Office Applications: Word, Excel, PowerPoint, Power BI)
• Excellent written, verbal and listening skills.
• Strong negotiation skills; ability to drive decision-making.
• Time and territory management skills to ensure focus on value-added sales activities.
• Ability to travel within the region.
• Self-motivated with experience in developing and executing business strategies.
• Strong organization and records management skills.
• Possess the ability to initiate action and produce strong results.

Additional Working Conditions/Aspects:

• Must be at least 19 years of age.
• No more than 3 moving violations within the last 2 years.
• Must not have any DUI's or OVI's within the last 5 years or 2 in the last 10 years.
• Possible exposure to high traffic conditions and/or tight driving areas.
• Ability to travel between offices, as required.
• Ability to work flexible hours; overtime, weekends, and/or holidays.
• Ability to work overtime, weekends and/or holidays.
• Legally eligible to work in the United States.
• Valid driver's license (if applicable).
• Must successfully complete pre-employment testing.
• Must be able to read and speak the English language.

This job description is intended to describe the general nature, complexity, and level of work to be performed by employees assigned to this position and is not to be construed as an exhaustive list of responsibilities, duties and/or skills required. It does not prescribe or restrict the work that may be assigned. Furthermore, this does not establish a contract for employment and is subject to change at the discretion of the company.

Rumpke Waste and Recycling is committed to equality in all aspects of employment. It is Rumpke's policy to provide equal opportunities to all employees and potential employees without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, age, protected veteran status or disability status.

High School (required)
General Education Diploma (preferred)
Bachelors of Relevant field (preferred)

Waste industry experience preferred. (preferred)
3 - 4 years: Sales or business development experience with a proven record of success. (required)