Group Segment Director- Construction   Employer: Waste Management, Inc. Job Location: Lombard , IL Cash Compensation: Industry Type: Facility - Building Owners Job Description: I. Job Summary The Group Segment Director will lead a group’s sales, marketing, and strategy for a segment, and develop and integrate the segment plans and strategies into an Area specific overall Customer Service Delivery plan to achieve maximum output and contribution for the corporate strategy. The Director will champion a clear channel of communication and coordination between functional counterparts in the group. In addition, the Director will implement new sales and marketing programs within the group to achieve growth in the segment. II. Essential Duties and Responsibilities include the following. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other minor duties may be assigned. · Function as the strategic and functional leader for implementation of assigned segment initiatives in a group. · Function as the tactical voice of the segment customer. · Implement sales structure, compensation plan, reporting mechanisms, and sales training for the segment-based sales organization in coordination with Area Sales Managers. · Work closely with the Group Sales Vice President, Segment Vice President, and Area Sales Managers to modify value propositions for individual segments and make certain that service can be provided to meet the unique needs of the customer segment. · Lead the group’s organization (sales, operations, customer service, billing, etc.) to change to meet the customers’ needs. · Coach Segment Reps on new business, retaining current customers, and managing pricing for all customers within the segment. Reviews and gains agreement with each Area Sales Manager in regards to segment sales and marketing plans for the Area. · Promote communication and coordination within the group’s sales organization across all segments by compiling and analyzing segment sales data to provide trend data to the Area Segment sales forces. · Work with all tiers of the sales organization within the group and above market sales resources to develop revenue generating marketing programs for the segment. · Ensure all segment sales messages and marketing communications within the group are consistent. · Drive the growth and financial performance of the segment within the group. · Monitor and analyze group sales results against program projections. Communicate progress to Group, Segment, and Area leadership. III. Supervisory Responsibilities This job has direct supervisory duties for in-market segment sales representatives. IV. Qualifications The requirements listed below are representative of the qualifications necessary to perform the job. A. Education and Experience · Required: Bachelor’s Degree, Marketing or similar area of study a plus. Preferred level of educations is a Masters of Business Administration · 10+ years business experience including sales, marketing, strategy and management experience plus experience at all sales levels using a consultative sales approach. Experience with various sales channels and partnerships. Has used appropriate levers to meet strategic goals, e.g., sales plan and/or training. · Demonstrated successful leadership within a Fortune 500 environment and excellence in overall execution and leadership. Demonstrated a strong understanding of the planning and implementation of strategy and pricing. · Worked internally to facilitate changes in systems and processes to support customers with the demonstrated ability to quickly evaluate a complex system and identify problems and solutions. · Experience in articulating the business and product strategies emphasizing the strategic importance of the various products, systems and services. · Strong track record of growth and gaining market share with a proven track record of negotiation success. · Has implemented best practices across teams/organizations and has successfully initiated and used appropriate sales training programs. · Experience with a matrix organizational model This is a management position. Placement into or advancement to this position is dependent upon individual performance, local market conditions and/or requirements. B. Certificates, Licenses, Registrations or Other Requirements None required. C. Other Knowledge, Skills or Abilities Required Candidates must have strong financial acumen as well as strong analytical skills in business metrics and forecast modeling, and be able to quickly design realistic action plans to effect change and effectively assign and manage task to accomplish goals. They should also be proficient in the use of technology including sales software and information technology to better manage and grow the business, and understand the total delivery of service to customers applying a broad understanding of the industry. Candidates should be a team player who can work within a matrix organization to achieve results. V. Work Environment 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) part 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 and/or outside sales. Company Description: Waste Management, Inc., a Fortune 200 Company, is the leading provider of comprehensive waste and environmental services in North America. The Company is strongly committed to a foundation of financial strength, operating excellence and superior customer service. We offer a full range of environmental services to 22 million residential, industrial, municipal and commercial customers. Come and join our team! As the largest recycler of municipal solid waste in North America, Waste Management processes 8 million tons of recyclable materials each year. Through the resources of WM Recycle America, we provide cost-efficient, environmentally-sound recycling programs for municipalities, businesses and households across the U.S. and in Canada. To learn more about our Fortune 200 Company go to: www.wm.com