Regional Account Solutions Manager

About the role

The Regional Account Sales Manager – Commercial is a hunter, with new-logo and new-revenue acquisition as the primary mandate of this role. You will apply a command of consultative selling to build pipeline, execute competitive displacements, and convert prospects into recurring-revenue customers across an assigned territory.

Responsibilities

• Aggressively prospect, qualify, and close new accounts within the assigned territory, owning the full sales cycle from lead generation through contract execution and first service.
• Generate leads through outbound prospecting, cold calling, field canvassing, referral networks, appointment setting, and coordinated marketing campaigns.
• Develop, maintain, and execute an approved territory sales plan that documents target account prospects, sales cycle stages, projected revenue, projected decision dates, and projected implementation/first service dates.
• Build and maintain a robust, accurately staged pipeline in Dynamics CRM with disciplined opportunity management aligned to disposal density, service-line whitespace, and route economics.
• Execute competitive displacement strategies and develop expert-level command of LES service lines, FOG ordinances, OWS regulations, and manifesting requirements.
• Prepare and deliver compelling service management proposals, presentations, price quotes, and RFP responses that directly connect LES capabilities to the prospect’s operational and compliance needs.
• Structure and negotiate recurring-service agreements, will-call conversions, and contract renewals with attention to route profitability and gross margin.
• Identify and pursue multi-location expansion opportunities within newly acquired accounts to maximize customer lifetime value and territory penetration.
• Maintain strong working relationships with key executive-level decision makers and operational influencers within the account base to protect and expand newly won revenue.
• Partner closely with field operations during new account implementation to ensure clean first service, accurate manifesting, and a strong early customer experience.
• Conduct periodic service reviews with the account base to identify upsell, cross-sell, and referral opportunities and escalate service issues to operations as needed.

Requirements

• Demonstrated success as a hunter: a verifiable track record of new-logo acquisition and competitive displacement in a defined territory.
• Proficiency in building and executing annual, quarterly, monthly, and weekly territory sales plans.
• Significant experience working via appointments; demonstrated success generating appointments through cold calls, field prospecting, and referral development.
• Proven success across short, medium, and long B2B service sales cycles.
• Experience leading new sales program implementations in multi-location accounts.
• Strong written and oral communication skills; exceptional active listening.
• Proficiency in Microsoft 365; CRM fluency required (Dynamics experience preferred).
• Sound negotiation, deal-structuring, and problem-solving skills.
• Self-motivated, high-energy, with an unambiguous bias toward action and urgency.
• Analytical and detail-oriented; able to manage time and territory independently in a fast-paced environment.

Qualifications

• High school diploma or equivalent (Required).
• Bachelor’s degree or equivalent (Preferred).
• Minimum two (2) years of outside B2B sales experience with a demonstrated hunting/new-business emphasis (Required).
• Consistent, documented history of attaining monthly, quarterly, and annual revenue plans.
• Experience managing a defined geographic sales territory with strong time and territory planning skills.
• Valid driver’s license with a clean driving record per company MVR guidelines (Required).

Working Environment

Field-primary role; regular travel and customer site visits within the assigned territory are expected. General office conditions when not in the field. Some light lifting and bending. Extended periods of sitting and driving.