Sales Support Manager - Gestionnaire du soutien aux ventes

As an EEO/Affirmative Action Employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, or veteran status.

  I. Job Summary This position is responsible for developing, writing, and editing sales proposals, presentations, and marketing support material. Conducts opportunity-based market research and manages tools to assist the sales organization in targeting high potential accounts and developing value propositions. This function manages sales support and sales proposals for the benefit of the WM sales organization. The process of managing proposals includes but is not limited to reviewing RFPs and RFIs, developing proposal task lists, writing responses, tracking proposal development, pricing, and producing marketing collateral to support sales efforts. Understands the waste industry, waste industry technologies and market, sustainability trends in business, and how to solicit work from accounts. This role works extensively with the sales organization as well as with managers and senior leaders from every functional area within WM.   II. Duties and Responsibilities  To perform this job successfully, an individual must be able to perform each duty satisfactorily. Other ancillary duties may be assigned. 

• Serves as liaison and interfaces with sales teams in making recommendations for communications, needs and strategies including, but not limited to proposals, pricing, RFPs, letters, etc. 
• Administers current proposal writing team (e.g. two marketing analysts and an intern); mentors and guides work and habits as appropriate; provides daily feedback and makes suggestions for improvement as needed 
• Manages proposal writing process and module program; makes suggestions for improvements and creates efficiencies in current processes
• Creates and maintains market and competitive intelligence that delivers actionable information on customer and competitor initiatives as well as service capabilities to the sales team and assists in the development of competitive sales plans
• Functions as a communications department/resource regarding internal and external communications including but not limited to newsletters and surveys 
• Locates and manages research data sources and resources as needed for field (e.g. Lexis-Nexis, Hoover's, First Research, Environmental Business Journal Report, etc.); stays abreast of new sources and makes field aware of data and capabilities:
  • Performs market research to increase the number of quality prospects in the sales pipeline that will result in a shortened sales cycle and increased close rate
  • Identifies market trends impacting customers' businesses and assists sales in formulating value propositions that deliver thought leadership to the market place
  • Translates opportunity/customer needs into new solutions with recommended sales approach
  • Collaborate with the sales team to identify external market dynamics that create emerging and accelerating trends within our customers' industries, and provides guidance to the sales team to leverage this research into meaningful account strategies; includes leading the sales team in workshops to develop such strategies and actions plans
• Assists the sales organization in planning and equipping trade show events. 
• Performs other duties as assigned
• Participates in special projects

III. Supervisory Responsibilities This position has supervisory responsibilities.    IV. Qualifications The requirements listed below are representative of the qualifications necessary to perform the job.    A. Education and Experience

• Education: Bachelor's Degree (accredited) in Sales, Marketing, Advertising, Business Administration, Communications or similar area of study, or in lieu of degree, High School Diploma or GED (accredited) and four (4) years of relevant work experience.
• Experience: Five (5) years related work experience (in addition to education requirement).

B. Certificates, Licenses, Registrations or Other Requirements

• None required 

C. Other Knowledge, Skills or Abilities Required

• Proficient in Microsoft Excel
• Ability to work with financial metrics and models (understanding balance sheets, income statements, 10Ks and performing quantitative market research.)
• Trained in the WM sales methodology
• Able to write effective proposals 
• Able to assess and analyze financial conditions of clients and industry trends

D. Other Knowledge, Skills or Abilities that Contribute to Success

• Excellent oral communication skills 
• Excellent group presentation skills 
• Excellent project management skills 
• Bilingual (French and English) - We require a bilingual speaking manager because this role requires frequent interactions and communications with employees, customers and others who are located outside of Quebec.

V. Work Environment and Essential Functions Listed below are key points regarding environmental demands and work environment of the job. 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, etc.) most of the work day;
• Required to exert physical effort in handling objects less than 30 pounds rarely;
• Required to be exposed to physical occupational risks (such as cuts, burns, exposure to toxic chemicals, etc.) rarely;
• Required to be exposed to physical environment which involves dirt, odors, noise, weather extremes or similar elements rarely;
• Normal setting for this job is: office setting.

Benefits At Waste Management, each eligible employee receives a competitive total compensation package including Medical, Dental, Vision, Life Insurance and Short Term Disability. As well as a Stock Purchase Plan, Company match on RRSP, and more! Our 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."