Senior Account Manager, Construction Sales

About the Role

Generates revenue growth by utilizing a consultative selling approach in the retention of current WM customers. Manages existing business relationships to achieve budgeted sales goals through sound retention strategies, strong negotiation efforts, and securing contract agreements from previously non-contracted customers. The Account Manager will "save, secure, and convert" by handling all customer cancellation requests, providing ongoing education of contract details, and obtaining customer contract commitments during face-to-face interactions. This position resolves all escalations for customer service within the defined territory and requires conducting customer site visits the majority of the week, with the remainder of the week being work from home.

Responsibilities

• Manage business-to-business sales relationships.
• Develop detailed proposals encompassing multiple services.
• Research aspects of the waste and environmental services business.
• Attend conferences/symposia for networking and staying current with industry and market-related information.
• Manage assignments and build trusting relationships.
• Provide high-impact communication.
• Identify pertinent local, county, state, and/or federal government regulations.
• Prospect and close new customers to achieve budgeted sales goals.
• Develop sound marketing plans and maintain key prospect information in the database.
• Reduce lost major accounts by diffusing cancellation requests.
• Meet or exceed sales call activity goals for proactive account retention.
• Increase revenue and profitability by executing retention plans to improve customer service and/or profitability.
• Match WM services with customer needs by demonstrating knowledge of customers, pricing, and competition.
• Effectively communicate pricing and service strategies.
• Proactively engage other WM business opportunities and refer internally as appropriate.
• Use WM sales productivity software tools (e.g., Prospect and Customer Database, Proposal Program, Pricing Tools).
• Propose customer solutions compliant with appropriate local, state, and federal regulations.

Requirements

• Bachelor's Degree (accredited) in Sales/Marketing, or High School Diploma or GED (accredited) and 4 years in direct business-to-business sales.
• 7 years progressive direct business-to-business sales, cold calling, and phone-based prospecting (in addition to education requirement).

Preferred: Prior experience with the construction industry.

Physical Requirements

This job primarily operates in a professional office environment and routinely requires the use of standard office equipment such as computers, phones, and copy machines. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of the job.

Benefits

• Competitive total compensation package including medical, dental, vision, life insurance, and short-term disability.
• Stock purchase plan.
• Company matching on a 401(k).
• Paid vacation, holidays, and personal days.

Note: Benefits may vary by site.