As an EEO/Affirmative Action Employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, or veteran status.
Quick Snapshot
The Sr. Construction Sales Account Manager (Sr. CSAM) will cover Mississippi up to Jackson, South Alabama, and the Florida Panhandle. This person should be based in either Pensacola, FL, or Mobile, AL. Travel throughout the area should be expected, including 30-40% overnight. This will be a hybrid / remote position, with occasional visits to a local office. This position is a combo hunter / farmer, meaning you will be responsible for new business (hunting) as well as retention of existing accounts (farming). Prior outside / field sales experience in a construction setting will be preferred, but we are open to candidates with a strong operations background as well.
I. Job SummaryGenerates revenue growth by utilizing a consultative selling approach in the retention of current WM customers. Manages existing business relationships in order to achieve budgeted sales goals by developing and implementing sound retention strategies, utilizing strong negotiation efforts to preserve business, and securing contract agreements from previously non-contracted customers. The Sr. CSAM will “save, secure, and convert” by handling all customer cancellation requests, providing ongoing education of contract details to existing customers, and by obtaining customer contract commitments during face-to-face interactions. All escalations for customer service within the defined territory will be resolved through this position.II. Essential Duties and ResponsibilitiesTo perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other minor duties may be assigned.
Managing business to business sales relationships.Developing detailed proposals encompassing multiple services.Researching aspects of the waste and environmental services business.Attending conferences/symposiums as a means of networking and staying current with industry-and market-related information.Assignment management.Building trusting relationships.Providing high-impact Communication.Able to identify pertinent Local, County, State, and/or Federal government regulations.Responsible for prospecting and closing to achieve budgeted sales goals by developing and implementing sound selling strategies that ensure revenue growth by selling to new customers.Manage prospects by developing sound marketing plans and maintaining key information in the prospect database.Reduces lost major accounts by diffusing cancellation requests. Meets or exceeds sales call activity goals for proactive account retention.Increases revenue and profitability by executing sound plans on retention calls to improve the customers’ service and/or profitability.Matches WM services with customer needs by demonstrating knowledge of customers, pricing and competition; effectively communicates pricing and service strategies; proactively engages other WM business opportunities, referring internally as appropriate.Effectively use WM sales productivity software tools (i.e. Prospect and Customer Database, Proposal Program, Pricing Tools, etc.).Proposes customer solutions that are compliant with appropriate local, state and federal regulations.Devising sales approaches and solutions.Marshalling resources.Sales negotiation.Sales opportunity analysis.
III. Supervisory ResponsibilitiesThis job has no supervisory duties.IV. QualificationsThe requirements listed below are representative of the qualifications necessary to perform the job.A. Education and Experience
Education: Bachelor’s Degree (accredited), or in lieu of degree, High School Diploma or GED (accredited) and 4 years of relevant work experience.Experience: Three years of relevant work experience in direct business-to-business sales, and phone based business-to-business prospecting resulting in successfully obtaining customer appointments (in addition to education requirement).
B. Certificates, Licenses, Registrations or Other Requirements
20 hours of training with Resource Conservation and recovery Act (RCRA)Certifications: WM CRAInvolved in one or more of the following: U.S. green Build council (USGBC), American Institute of Architects (AIA), Associated general Contractors of America (AGC), Building Owners and Managers Association (BOMA), orNational Association of Home Builders
C. Other Knowledge, Skills or Abilities Required
Ability to convert customer cancellation requests in order to maintain revenue levels, and/or complex negotiations skills required.Comprehensive understanding of construction industry (phases, materials, waste, etc.)Techniques for identifying and managing new business opportunitiesTechniques for identifying and responding to objectionsTechniques for bypassing “Gatekeepers”Understands the competitive landscape in the local areaUnderstands “Green” influences and sustainabilityAnalyze and solve problemsConduct formal presentationsAble to design customized solutions that address more than just waste servicesExcellent business and communication skillsUnderstands how to calculate price and amounts such as discountsBasic software and web-based applicationsActive LearningSales DispositionMotivational FitSustainability
V. Work EnvironmentListed below are key points regarding environmental demands and work environment of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.Normal setting for this job is: office setting, work from home, and outside / field sales
VI. Benefits
You’ll receive a top-notch benefits package, including Medical, Dental, Vision, Life Insurance and Short and Long Term Disability. We have a great Employee Stock Purchase Program (ESPP), a fantastic company match on 401K (4.5% with NO vesting period), generous vacation time, and go back to school for free with the Your Tomorrow education benefit!
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