Account Manager

Responsibilities

• Aggressively solicit orders from current and prospective customers to maintain and increase customer base.
• Maintain good customer relations by traveling throughout assigned territory to meet with existing and prospective customers to assess and manage customer needs.
• Compile and manage lists of prospective customers in the ACT database for use in sales leads through cold-calling and other techniques.
• Penetrate new and existing market areas to maintain and increase sales and market share for assigned territories.
• Develop working knowledge of branch/regional profit and loss components and dynamics including pricing service, calculating desired margins, and cost of service.
• Develop and maintain working knowledge of solid waste product and equipment pricing, costs, and application (roll-off presentation, commercial placement, front-end upgrade, and full-line applications).
• Provide price quotes and credit terms to potential customers and prepare sales contracts.
• Consult Sales Manager or Facility/General Manager prior to deviating from book rates.
• Develop and exhibit proficiency in commercial placement, customer needs analysis, customer upgrades, customer retention, and identifying major industrial needs in compaction applications (pricing, mechanical aptitude, and service capabilities).
• Demonstrate proficiency in preparation and organization of sales presentations to major accounts by effectively displaying and demonstrating products and services, emphasizing marketable features.
• Maintain awareness of the activities of all competitors.
• Assist with the identification and implementation of price increases for substandard accounts.
• Perform waste stream analysis, including estimation of volumes and recognition of waste streams requiring special handling, recycling, or diversion.
• Participate in business-related meetings, conferences, social functions, and civic organizations to boost overall company exposure.
• Court, cultivate, secure, and act as liaison between large customers, municipal, and governmental sector business, including bid invitations and preliminary bid preparation.
• Assist in identifying acquisition candidates and participate in the acquisition and merging with targeted businesses.
• Conform with all applicable federal, state/provincial, and local laws, regulations, ordinances, and company policies, procedures, and directives from supervisors.
• Perform other duties and responsibilities as required or requested by management.

Requirements

• Bachelor’s degree from a four-year college or university.
• Knowledge or experience in the solid waste industry desired.
• Two to three years of sales experience with thorough knowledge of sales techniques.
• Equivalent combination of education and experience.
• Possess a valid driver’s license.

Skills

• Strong verbal communication and interpersonal skills.
• Ability to read, analyze, and interpret general business periodicals, professional journals, technical journals, or governmental regulations.
• Ability to write reports, business correspondence, and procedural manuals.
• Ability to effectively present information and respond to questions from managers, clients, customers, and the general public.
• Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.
• Ability to apply concepts of basic algebra and geometry.
• Ability to create, design, and implement solutions to general and customer-specific problems.
• Ability to interpret instructions furnished in written, oral, diagram, or schedule form.
• Ability to self-direct various assigned initiatives and work under limited supervision.

Physical/Mental Demands

• Ability to stand, sit, walk, use hands and fingers, reach, stoop, kneel, crouch, talk, hear, and climb.
• Visual requirements: close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
• Ability to regularly lift/move up to 10 pounds and occasionally lift/move up to 25 pounds.

Working Conditions

• Work involves extended periods of driving, resulting in exposure to high vehicle traffic and extended periods of sitting.
• Occasionally exposed to outside weather conditions of heat, cold, and humidity.
• Noise level is usually moderate but can become loud.