Account Manager, Energy Services

Waste Management, Inc. (WM) • Washington, PA

4d

About The Position

Presents the full line of WM Energy Services to prospective WM customers in assigned area of responsibility. Manages existing revenues and develops revenue opportunities within an established Northeast US (Primarily WPA/ WV / EOH) geographical territory. Meets or exceeds individual sales goals for new business with Oil, Gas, and Industrial customers.

Requirements

• Education: Bachelor’s degree (accredited) or in lieu of degree, High School Diploma or GED (accredited) and four (4) years of relevant work experience in the Oil, Gas and industrial industries.
• Experience: Three (3) years in direct business-to-business energy services sales, business-to-business cold calling, and phone-based business-to-business prospecting resulting in successfully obtaining customer appointments (in addition to education requirement).
• Knowledge of non-hazardous and hazardous waste requirements, and DOT regulations required.
• Excellent oral and written skills required.
• Must be self-motivated and possess excellent organizational skills.
• Ability to define problems, collect data, establish facts, and draw valid conclusions.
• Must be able to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
• Must be able to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
• Ability to respond to common inquires or complaints from customers, regulatory agencies, or members of the business community.
• Must demonstrate the ability to prepare proposals, write reports, analyze profitability / operational adjustments, and business correspondence.
• Must effectively present information to top management, public groups, customers, and general public.
• Ability to utilize MS Word, Excel, and internal systems to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.
• Must be able to apply concepts of on operational costs and profitability.
• While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, feel, reach with hands and arms, talk, hear, stand and walk.
• The employee must occasionally lift and/or move up to 30 pounds.
• Specific vision abilities required by this job include close vision, and color vision.
• Required to use motor coordination with finger dexterity (such as keyboarding, machine operation, etc.) part of the workday.

Responsibilities

• Effectively utilizes, coordinates and cultivates relationships with internal and external customers. Interacts and works cohesively with the other internal team members.
• Achieves or exceeds budgeted revenue goals for Oil, Gas, and Industrial customers in assigned sales territory.
• Maintains existing customer relationships; identifies new waste opportunities, field processes, recycling, hauling, disposal of liquids, solids, Haz and Non Haz. Targets and closes event business opportunities.
• Tracks mobile rig operations, anticipates and responds to changing service requirements, and coordinates with WM Operations as drilling rigs are moved from place to place.
• Drives pre-tax profits through innovative pricing and contracting strategies.
• Develops comprehensive sales plan for assigned territory in conjunction with division sales plan and goals.
• Works in tandem with Technical Service Representatives and Field operations to assist customers in every aspect of waste remediation, transportation, recycling, and disposal processes. This includes but is not limited to waste profiling, proposal preparation, pricing, contracting, onsite means, methods, and providing regulatory coordination.
• Demonstrates a working knowledge of Oil, Gas, and Industrial waste generating process, Federal, State Waste specific regulations, and hazardous waste regulations (RCRA, TSCA, CERCLA).
• Effectively position and differentiate WM from other competitors.
• Demonstrates superior sales and organizational skills.
• Identifies local market dynamics and defines and implements basic countermeasures to offset competitive campaigns, pricing deterioration, and/or changes to regulatory drivers.
• Leads communication in developing custom invoices to meet customer expectations and assists in receiving any required customer invoice approvals along with assisting in collecting receivables within contracted time period.
• Communicates competitive and market information to management to assist in business unit planning and strategies.
• Maintains firm adherence to the management and control of confidential information.
• Provides monthly sales reports, commissions, and expenses on a timely basis.
• Attends operations, sales meetings, and training classes as deemed appropriate.
• Performs special projects and other tasks as assigned by Operations and Sales Manager.
• Ability to work weekends, holidays, and respond to customer callouts on a routine basis.

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, Pension, and more!
• Our employees also receive Paid Vacation, Holidays, and Personal Days.
• Please note that benefits may vary by site.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees