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Retention Specialist Sales

2 months ago

Bismarck, North Dakota, United States Stericycle Full time

About Us:

Stericycle is a leading provider of compliance-based solutions that protect people and brands, promote health and well-being, and safeguard the environment. As a business-to-business services company, we have grown from a small start-up in medical waste management into a leader across a range of increasingly complex and highly regulated arenas, serving healthcare organizations and commercial businesses of every size.

Our Mission:

We help our customers solve complex challenges by safely managing materials that could otherwise spread disease, contaminate the environment, or compromise one's identity. Our team is dedicated to protecting health and well-being in a safe, responsible, and sustainable way.

Job Summary:

This role is responsible for retaining customers that are 'at risk', have been identified as potential lost business, or have requested cancellation of service with Stericycle. The successful candidate will support cancellation/downgrade requests for individual accounts, 'group' accounts or multi-location customers that are part of our business. They will attempt to determine customers' needs/requirements and negotiate an appropriate resolution by right sizing, re-pricing, and/or resolving service quality issues.

Key Responsibilities:

  • Re-negotiate contracts in an effort to retain customer business, when necessary. Mediate customer's requests while still maintaining a profitable level of revenue and leveraging higher level service programs.
  • Utilize 'Value Based Sales Skills' to uncover client's existing service issues and needs, explain contract obligations if any (i.e. liquidated damages), provide alternatives for consideration (i.e. fewer pick-ups, alternative pricing, etc.), sell the value of the recommended solution, and retain/up-sell revenue.
  • Manage cases assigned to you within prescribed service level expectations and utilize effective sales skills to attain a minimum 100% of assigned revenue.
  • Work with cross-functional team members including transportation, billing, collections, sales, and customer experience departments to assist in providing satisfactory solutions from the customer perspective in order to retain business.
  • Proactively contact customers who have been identified as 'at risk' for cancelling services using approved sales tactics and strategies to retain potential lost business.
  • Exercise appropriate level of discretion for credits and approvals in accordance with departmental policies by utilizing the tools and technology provided.
  • Effectively utilize technology-based CRM (Customer Relationship Management) tool for lead follow-up, sale cycle disposition, pipeline management, forecasting and lost opportunity tracking. Keep comprehensive and accurate notes in the system.

Requirements:

  • Education equivalent to Bachelor's Degree in sales or marketing preferred, demonstrating good knowledge of business processes and order entry systems. Or Bachelor's degree in other related field, with previous sales and/or marketing experience.
  • Two or more years of telesales experience, or the equivalent in related work experience, demonstrating the ability to manage and develop existing and prospective accounts.
  • Must have experience with customer relations and support as well as exhibit leadership abilities.

Benefits:

Stericycle currently offers its employees the option to participate in a full range of benefits, including a health care program which includes medical, dental, vision and prescription coverage, healthcare and dependent care flexible spending accounts, life and accidental death and dismemberment insurance, an employee assistance program, tuition reimbursement, paid vacation and sick time, a 401(k) plan, and an employee stock purchase plan. Participation in some programs requires that employees be regularly scheduled to work a minimum number of hours and/or to have fulfilled a waiting period after they begin employment with Stericycle.

Our Commitment:

Stericycle is committed to attracting and retaining a diverse workforce, and to valuing unique perspectives and identities. We foster a culture of belonging that encourages, supports, and celebrates the diverse voices of our team members. It fuels our innovation and strengthens our connection to our customers and the communities we serve. We are proud to be an equal opportunity employer.