About this role
ABOUT WM
WM (WM.com) is North America's leading provider of comprehensive environmental solutions. Previously known as Waste Management and based in Houston, Texas, WM is driven by commitments to put people first and achieve success with integrity. The company, through its subsidiaries, provides collection, recycling and disposal services to millions of residential, commercial, industrial, medical and municipal customers throughout the U.S. and Canada. With innovative infrastructure and capabilities in recycling, organics and renewable energy, WM provides environmental solutions to and collaborates with its customers in helping them pursue their sustainability goals.
WM has the largest disposal network and collection fleet in North America, is the largest recycler of post‑consumer materials and is a leader in beneficial use of landfill gas, with a growing network of renewable natural gas plants and the most landfill gas‑to‑electricity plants in North America. WM’s fleet includes more than 12,000 natural gas trucks – the largest heavy‑duty natural gas truck fleet in the industry in North America. Healthcare Solutions provides collection and disposal services of regulated medical waste, as well as secure information destruction services, in the U.S., Canada and Western Europe. To learn more about WM and the company’s sustainability progress and solutions, visit Sustainability.WM.com.
Equal Employment Opportunity
For United States: WM is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, gender identity, national origin, age, disability, status as a protected veteran or any other characteristic protected under applicable federal, state, or local law.
For Canada: WM is committed to the principle of equal employment for all applicants and employees, without discrimination on the basis of all grounds protected by applicable human rights legislation. Accommodations are available on request for candidates taking part in all aspects of the selection process. Please notify us if you require accommodation.
Real ID
In order to travel by air or access federal property, federal law requires individuals have a REAL ID or an acceptable alternative. This position may require the successful candidate to travel by air for business reasons or service federal property. Accordingly, successful candidates must have, or be willing to obtain, a REAL ID or TSA‑approved alternative.
I. Job Summary
Under supervision, the Inside Sales Representative, RWCS Service Change manages outbound service change leads, acquires new customers, and upgrades existing accounts to value added service offerings. The role drives incremental revenue by converting service change inquiries and executing targeted lead campaigns. The representative promotes WMHS solutions including regulated medical waste disposal.
This role is hybrid to 500 W Monroe St, 15th FL Chicago, IL working onsite 3 days per week (Tuesday, Wednesday and Thursday) and work from home Monday and Friday.
II. Essential Duties and Responsibilities
- Service change lead handling - Receives inbound or marketing campaigned service change requests and conducts outbound follow up to assess customer needs, recommend appropriate service adjustments, and convert changes into upgraded or expanded WMHS offerings. Utilizes consultative selling strategies to achieve a minimum of 100% of assigned revenue and quota goals.
- Prospecting and pipeline development - Builds a pipeline of future service change opportunities through lead marketing campaigns.
- Rules of Engagement compliance - Researches all service change leads in CRM to verify territory ownership, existing rep engagement, and proper departmental routing. Documents cross territory or special circumstance situations and transfers or shares them according to the Rules of Engagement.
- Customer and industry research - Uses internet resources and market tools to understand each customer’s business model, regulatory requirements, and service change drivers.
- Performance metrics - Meets or exceeds KPIs including outbound call volume, service change conversion rates, average order size, pipeline hygiene, and case/task management. Tracks all lead outcomes, opportunities, issues, and losses.
- Forecasting accuracy - Forecasts monthly and quarterly service change revenue within 5% of actual results.
- Upgrade and cross sell targeting - Identifies opportunities to upgrade service change requests into additional WMHS products/services.
- CRM utilization - Uses CRM technology for service change follow up, sales cycle disposition, pipeline management, forecasting, and lost opportunity tracking. Maintains comprehensive, accurate notes.
- Consultative qualification - Qualifies service change requests using structured consultative selling strategies to determine the best service configuration for the customer.
- Project support - Supports assigned projects and performs additional job related duties as required.
III. Qualifications -Must live and work in the US
A. Required Qualifications
- Bachelor's Degree in Sales, Marketing, or equivalent work experience, or in lieu of a degree
- High School Diploma (accredited)
- 2 years customer service experience (in addition to education requirement), demonstrating the ability to manage and develop prospective and existing accounts
IV. 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 hybrid position is $19.58 - $25.64. 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. This role is also eligible for commission incentives.
V. 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.
If this sounds like the opportunity that you have been looking for, please click Apply.