Account Manager, Construction Sales

Waste Management, Inc. (WM)•Sacramento, CA

4h•$65,090 - $77,050•Onsite

About The Position

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. This position will require the employee to conduct customer site visits the majority of the week with the rest of the week in-office.

Requirements

Bachelor's Degree (accredited) or in lieu of degree, High School Diploma or GED (accredited) and 4 years of relevant work experience.
One (1) year of relevant work experience in direct outside business-to-business sales, and phone-based prospecting (in addition to education requirement)

Nice To Haves

Involved 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 Builders
Prior exposure to the construction industry.

Responsibilities

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
Building trusting relationships and 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
Sales negotiation, marshalling resources and opportunity analysis.
Other duties as assigned.