Strategic Alliance Consultant

Position Overview:

The Strategic Alliance Consultant (SAC) is responsible for developing new business and maintaining and growing relationships with key, large, and medium–sized customers. The SAC will focus on day-to-day Business Development and strategic Account Management duties within the designated national territory or customer segment. SAC is expected to manage and retain existing business, while pursuing profitable growth opportunities in assigned markets. The SAC plays a crucial role in client retention and brings in new business as part of an existing client referral process. SAC will develop key strategic alliances and cultivate partnerships to support the growth and expansion of National and Consolidated Recycling Programs.

Reporting Structure:

Reports directly to the Vice President | Strategic Alliances, while working closely with Strategic Alliance Project Managers and other Strategic Alliance Consultants.

Summary of Responsibilities:

• Takes ownership of sales efforts by cultivating new business opportunities and consistently meeting weekly sales metrics.
• Executes new business cultivation while effectively retaining and managing current accounts within the assigned territory.
• Attends mandatory sales meetings and training sessions to stay updated on industry trends and product knowledge.
• Develops both long-term relationships and short-term sales strategies aligning with the corporate vision.
• Engages in positive interactions and provides support, feedback, and training to other members of the Sales Team.
• Utilizes aggressive cold-calling, event attendance, and networking to identify and engage potential customers.
• Responds promptly to inquiries regarding the scope of services and capabilities, providing accurate and comprehensive information.
• Identify key growth opportunities and/or niche markets to target and expand our current footprint.
• Recognizes market threats posed by competitors and develops strategies to mitigate risks.
• Work closely with other Strategic Alliance Consultants, Project Managers, sale team, and Customer Excellence team members.
• Build & develop strong, long-lasting relationships with customers via multiple points of contact within each account.
• Maintain regular contact with the customer base while becoming a resource to clients and ensuring all needs are met.
• Develop high level pricing strategy and ensure profitability aligned with company goals.
• Daily/weekly paperwork and review of strategic opportunistic execution.
• Responsible for contract renewals, negotiations, and developing anchoring strategies.
• Effective time management, prioritizing and multi-tasking to achieve goals.
• Contribute ideas to the Strategic Alliances team and organization.
• Ensure accurate data entry of central sales database (salesforce.com) with meeting reports, contact details, and key points of information.
• Develop effective in-depth relationships throughout the organization, clients, and partners/suppliers.
• Displays a thorough understanding of company policies, rules, and completes required trainings.
• Travel is required: as needed basis, up to 75% (anticipated 50%)

Core Competencies:

• Active Communications (Verbal, Written, Listening Skills) – Clearly expresses ideas, information, and concerns both verbally and in written format in both positive and negative situations. Actively listens, offers full attention when others speak, gives verbal and nonverbal cues of interest, asks questions for clarification, and paraphrases to ensure understanding. Actively seeks and disseminates information from and to a variety of sources, accepts responsibility for ensuring that people have the current and accurate information needed for success, and asks questions to open channels of communication. Demonstrates group presentation skills, presents information and numerical data effectively, and actively participates in meetings.
• Analytical – Synthesizes complex and diverse problems or information in order to systematically identify the cause of the problem, collects and researches data, analyzes the complex data, and offers recommended solutions. Designs, implements, utilizes workflows, processes, procedures, and systems, and aligns areas of responsibility with the organization’s objectives to achieve results.
• Business Acumen (Organization and Industry) - Demonstrates knowledge of business, market, and competition activities and trends. Aligns work with the overall organizational strategic goals. Understands business implications of decisions, works within approved budget, displays orientation to profitability, develops and implements cost saving measures. Identifies and uses information about people, political dynamics, and the organization’s climate in order to promote change and accomplish objectives.
• Customer Orientation – Views the organization through the eyes of the customer, anticipates and meets customer needs, solicits customer feedback to improve service, responds promptly, and effectively manages difficult or emotional customer situations.
• Develop Relationships – Builds and maintains relationships that incorporate cooperation, trust, and respect by devoting the appropriate time and energy to facilitate business transactions. Relates to others while building credibility and rapport, communicates in an honest and straightforward manner, and maintains networks.
• Diligence –Perseveres in accomplishing tasks or objectives and maintains a sense of urgency about getting results.
• Initiative – Operates in a proactive manner, identifies needs and opportunities, calculates risks, and takes independent action. Undertakes self-development activities, seeks increased responsibilities, asks for and offers help when needed, and volunteers readily.
• Motivation – Presents information and ideas in manner that excites others, sets and achieves challenging goals, demonstrates persistence and overcomes obstacles, takes calculated risks to accomplish goals, and measures self against standard of excellence.
• Problem Solving & Decision Making– Able to identify problems, solve them, and show good judgment by isolating causes from symptoms, gathering information from a variety of sources, compiling information and solutions, involving others as appropriate, readily committing to action, and making decisions that reflect sound judgment in a timely manner. Able to identify and choose between multiple options, work well in-group problem solving situations, understand consequences of potential decisions, and support and explain reasoning for decisions.
• Responsiveness – Takes action to meet the needs of others, responds timely without supervision, and minimizes delays.
• Results Oriented – Maintains an appropriate focus on short and long term goals, outcomes, and accomplishments, conveys a sense of urgency to make things happen, and displays a sense of urgency about getting results. Motivated by achievement and persist until the goal is reached.
• Sales/Persuasion – Establishes rapport and trust while determining customer needs, presents products or services that address the customer’s needs, overcomes objections, offers alternatives, persists and closes while maintaining rapport, and exerts influence over outcome through trust and competence.
• Strategic Thinking – Plans and makes both long-term and day-to-day decisions within the framework of the organization’s strategic intent. Understands the factors influencing strategy (e.g. core competence, customers, competition, market trends, external threats, organizational strengths and limitations), recognizes broad implications of issues, and adapts strategy to changing conditions.

Desired Characteristics:

• BA/BS degree from an accredited university or college
• 3 or more years spent working in a sales or an account management role

Minimum Safety Training Requirements:

• Basic on-the-job training that satisfies the Primary Objectives of the specific position (as noted above)
• US-SOP-01 United in Safety Manual
• US-F11 QEH&S Policy
• US-SOP-03 Team Member Handbook

We strive to demonstrate our Core Values in all positions at USM:

Trust ● Commitment ● Loyalty ● Passion ● Respect ● Service ● Performance