Key Account Manager, MacQuarie

Operating Company: Environmental Solutions Group – Heil Environmental | Location: Chattanooga, TN | Reports to: Director, Regional Sales, South | Department: Sales

About the role

Responsible for the growth of sales and market share of Refuse Collection Vehicles (RCV’s), Digital Gateways, and aftermarket parts within the Key Account through the Connected Collections™ strategy. Accountable for all activities related to the proper management at the Corporate, Region and Field levels, including Heil dealers, to execute the Key Account strategy and ensure effective representation of the Environmental Solutions Group (ESG) brands.

Responsibilities

• Grows sales and profitability of the product lines by championing the Connected Collections strategy.
• Identifies, evaluates, and defines key markets and trends which affect product lines and ultimately bring growth to ESG.
• Coordinates activities and builds relationships with key stakeholders and OEM personnel to identify and drive growth.
• Cultivates account relationships, which are integral to the growth strategy, and delivers the strategic plan established by the business.
• Identifies and communicates industry trends, insights, and key market data to ensure a leadership position.
• Develops a strategic plan with relevant timelines and resources.
• Constructs meaningful long-term dealer partnerships with key players within key accounts to deliver first-class service and support.
• Develops and maps multi-level strategic relationships and departments required to ensure ESG maintains the highest account penetration/share.
• Demonstrates and communicates a strong applied knowledge of all product lines in customer applications and identifies current and potential uses of Heil/digital products.
• Develops proposals that position Heil for success aligned across OEM/market alternatives.
• Ensures customer needs are met in the transactional process.
• Works with other departments to ensure product and service metrics are met.
• Ensures Heil values are demonstrated in every transaction, based on a clear understanding and execution of Heil policies and procedures.
• Captures market and industry intelligence from both a business and technical perspective, assembles new business cases to support growth, and demonstrates project management skills capable of delivering and executing the project.
• Assumes product management role by determining product needs, including the addition of new products, refinements to existing products, and deletion of current products, managed through a front-end focused VOC/gated development process.
• Leads sales specialists.
• Travels extensively in the field to meet with end-users, dealers, key account buyers, and Regional Managers to resolve issues, present new ideas, gather insights, and obtain better understanding of competitive situations to aid decision-making.

Requirements

• Bachelor’s Degree, preferably in Sales or Marketing or equivalent experience.
• 5 years’ experience in Sales, Marketing, or manufacturing.
• Strong sales presence.
• Ability to capture market and industry intelligence.
• Strong project management experience.
• Strong technical product knowledge.
• Excellent computer proficiency in Microsoft Suite.
• Proven experience in managing and building relationships at all levels, including leadership.
• Supervisor negotiation and selling skills.
• Strong business acumen and knowledge of Heil technical products and applications.
• Exceptional presentation, strategic planning, communication, and organizational skills.
• Ability to travel frequently on a domestic and international level.
• Ability to effectively communicate to all levels from Heil leadership to technicians.
• Ability to work in a matrix organization, driving results through direct and indirect methods.
• Creative, articulate, and results-oriented with a strong sense of urgency.
• Strategic planner and problem-solver, as well as a calculatingly informed intelligent risk-taker who can successfully apply experience, judgment, and creativity to both short and long-term business situations.
• Team player and self-motivated high achiever with a strong desire for success and consistent, sustainable improvement.

Skills

• Ethics and Work Standards: Maintains the highest ethical and work standards, while promoting the same attributes in co-workers and others. Ensures all business activities—with both internal and external customers—are performed with professionalism.
• Communication: Expresses thoughts clearly, both orally and in writing, using good grammar. Presents concise, well-organized reports in Microsoft Word, PowerPoint, and Excel. Listens to understand input, feedback, and concerns.
• Teamwork and Relationships: Works willingly with others in a spirit of cooperation and teamwork. Supports cooperation and demonstrates a commitment to the entire business. Is tactful, courteous, and considerate.
• Continual Improvement and Problem Resolution: Identifies and communicates suggestions for work improvements. Uses technical and analytical abilities to ensure existing work practices are efficient and cost-effective. Performs root-cause analysis and implements viable solutions.
• Accountability: Accepts responsibility for strategic planning and successful implementation of all projects, programs, and duties. Advises supervisor of concerns, problems, and progress in a timely manner.

About Environmental Solutions Group

Environmental Solutions Group stands at the forefront of sustainable innovation, dedicated to transforming the waste industry with eco-friendly equipment and technology solutions designed to improve the lives of customers and their communities. The Connected Collections® ecosystem integrates advanced technology across brands, including Heil® refuse collection vehicles, Marathon® Equipment compaction and recycling equipment, 3rd Eye® technology solutions, Soft-Pak® waste hauler software, Curotto-Can® automated carry cans, Bayne® lifting products, and Parts Central® OEM parts. Driven by a mission of “Improving Lives,” ESG teams, innovative products, and advanced technology work to leave a lasting legacy of excellence and environmental stewardship.

Benefits

• Paid vacation
• 401(k)
• Medical, dental, and vision coverage