Account Manager - Construction Sales
Waste Management
- Baltimore, MD
- Permanent
- Full-time
Generates 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 Account Manager 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 only.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 Responsibilities
This job has no supervisory duties.IV. Qualifications
The 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 sales experience.Experience: 1 year work experience (in addition to education requirement) in direct business-to-business sales, and phone-based business-to-business prospecting resulting in successfully obtaining customer appointmentsB. Certificates, Licenses, Registrations or Other Requirements20 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), or National Association of Home Builder.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. General Competencies Include: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 FitSustainabilityV. Work Environment
Listed 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 and/or outside sales.Benefits
At WM, each eligible employee receives a competitive total compensation package including Medical, Dental, Vision, Life Insurance and Short-Term Disability. As well as a Stock Purchase Plan, Company match on 401K, and more! Our employees also receive Paid Vacation, Holidays, and Personal Days. Please note that benefits may vary by site.If this sounds like the opportunity that you have been looking for, please click "Apply."About Us: ABOUT WMWM ( ) is North America's largest comprehensive waste management environmental solutions provider. Previously known as Waste Management and based in Houston, Texas, WM is driven by commitments to put people first and achieve success with integrity. The company, through its subsidiaries, provides collection, recycling and disposal services to millions of residential, commercial, industrial and municipal customers throughout the U.S. and Canada. With innovative infrastructure and capabilities in recycling, organics and renewable energy, WM provides environmental solutions to and collaborates with its customers in helping them achieve their sustainability goals. WM has the largest disposal network and collection fleet in North America, is the largest recycler of post-consumer materials and is the leader in beneficial reuse of landfill gas, with a growing network of renewable natural gas plants and the most gas-to-electricity plants in North America. WM's fleet includes nearly 11,000 natural gas trucks - the largest heavy-duty natural gas truck fleet of its kind in North America - where more than half are fueled by renewable natural gas. To learn more about WM and the company's sustainability progress and solutions, visit .About the Team: What is the value of a WM job? At WM we know that the value of a WM job is more than a paycheck. It's a way to create opportunities for you and your family. This is why we are constantly working to make WM a great place to work and grow a career. We Are WM is what defines the perks of being in the WM family - from benefits, to resources and engagement activities.We are People First. We are Committed to Your Growth. We Are Investing in You. We are a Family. We are Stable. We are Always Working for a Sustainable Tomorrow.