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Title:  National Account Manager

Requisition Id:  6182
Job Function:  Sales
Career Area:  Sales & Marketing
Work Location:  California Work From Home
Position Purpose:

This position supports all sales related activity, retention, and first level customer support for high revenue generating accounts. This includes corporate national and regional groups both commercial and healthcare in nature.
National Account Managers will be responsible for sales activity including Regulated Medical Waste disposal, Sharps Management (syringe disposal), Shred it (document destruction), mail back, Kiosk, non-hazardous and hazardous medical waste disposal, OSHA compliance, and healthcare training services.
National Account Managers will sell Stericycle programs/services to new customers, add additional sites and services to existing customers and negotiate agreements to identify changes in business needs/models and add programs/value added services.
Accounts and leads are assigned by territory. Appointments are also self-generated through lead generation activities. (i.e. networking, cold calls, customer referrals) Leads can also come from Internal sales referrals, outbound sales calls, marketing campaigns, and face-to-face prospecting.  
 

Key Job Activities:

•    Sales Activities - Meet target incremental revenue goals, Book of Business goals, and maintain profitable levels through identifying sales opportunities. Manage assigned customer accounts and provide customers solutions through renewals and value added services (SteriSafe, Waste Streams, Compliance, Training, etc.) as well as service functions (Adding sites, service frequency and volume) Maximize revenue and profit margin of existing customers and market penetration for new opportunities using a face-to-face sales coverage model
•    Support Activities - Providing account maintenance and first level customer support. Coordinate and resolve customer issues or needs through a Customer Account Services representative and/or the local transportation office. Build rapport and customer relationships, while identifying any potential new business needs. Ensure customer satisfaction and retention
•    Business Reviews - Perform Business Reviews and customer business analyses on existing customers within assigned territories using service and transportation related reporting. Consistently identify changes in customer business and follow up on contract terms for renewals
•    Empowerment - Develop a pricing strategy using current pricing tools that fit within the financial requirements of the organization and follow appropriate approval process through Management. Negotiation contract pricing, terms, language, frequency, programs, volume, P.I. (price increases), credits, discounts, etc.
•    Expectations - Effectively meet assigned performance metrics and key expectations within assigned parameters including number of outbound calls, program level mix, close rates, AOS, task management activities (i.e. Sales Cycle and Case Management). Track details and results for all leads, opportunities, issues and losses
•    Prospecting - Use the Internet, assigned territory lists, outbound marketing/lead campaigns, referrals and other sources as identified to prospect additional sites. Use Salesforce lead streams to target upgrade and cross-sell opportunities of additional Stericycle products/services. Utilize online sales tools to expand knowledge of customer’s service locations, and prospect new opportunities
•    Tracking/Forecasting - Maintain customer profiles and account records. Maintains customer information utilizing a technology-based CRM (Customer Relationship Management) tool for lead follow-up, sale cycle disposition, pipeline management, forecasting and lost opportunity tracking to within 5% of actual results keeping comprehensive and accurate notes in the system
•    Perform other duties and responsibilities, as assigned
 

Education:
Preferred Education: in Bachelors or Equivalent
Experience (North America & LATAM):

•    Education equivalent to bachelor’s degree in sales or marketing, or the equivalent in related work experience, demonstrating good knowledge of business processes and order entry systems
•    Three to five years of face-to-face selling experience, demonstrating the ability to manage existing and develop prospective accounts.  Must have experience with customer relations and support
•    Demonstrates general knowledge of Microsoft Word, Excel and Outlook as well as experience with a technology-based Customer Relationship Management (CRM) tool
•    Demonstrates the desire and ability to learn company billing/customer database software in addition to learning the features of all company services and products and different levels of account options  
•    Demonstrating a general knowledge of OSHA Regulations or Healthcare industry knowledge is desirable
 

Benefits:

Stericycle offers a competitive salary and full benefits package including tuition reimbursement and job specific certifications included but not limited to forklift certification.

Disclaimer:

The above description is meant to provide a summary of the nature and level of work being performed; it should not be construed as an exhaustive list of all responsibilities, duties and requirements of the job or person. This document does not create an employment contract, implied or otherwise. Stericycle will consider requests for workplace accommodations for protected physical or mental limitations in accordance with its human resources policies and local laws.To the extent permissible under local law, and consistent with business necessity, Stericycle reserves the right to modify the content formally or informally, either verbally or in writing, at any time with or without advance notice.