About the position
The position’s purpose is to retain and grow existing high value/ strategic customers within the assigned territory. The Account Manager is expected to manage all existing customer accounts within an assigned sales territory with a focus on named high value/strategic accounts. In these strategic accounts, it is expected that the Account Manager owns the customer relationships with additional focus on growth through expanded service offerings, margin improvement, treatment technology optimization, and customer retention. The role involves engaging in consultative-selling techniques that provide recommendations on a problem to solution basis, advising customers on ESS’ services and solutions through a basic understanding of various state and local governmental regulations pertaining to generation, storage, transportation, and disposal of generated waste. The Account Manager will support Technical Sales Representatives with onboarding new accounts to ensure an effective handoff, determine the current total spend on hazardous waste of the high value/strategic customers and ESS's % share, create account plans and document in Salesforce for all high value/strategic customers to grow and retain these customers, and record leads within existing high value/strategic customers in Salesforce. The role also includes maintaining cooperative working relationships with all necessary departments to ensure effective coordination and resolution of customer issues.
Responsibilities
- Manage all existing customer accounts within an assigned sales territory with focus on named high value/strategic accounts.
- Own the customer relationships in strategic accounts with a focus on growth through expanded service offerings.
- Engage in consultative-selling techniques to provide recommendations on a problem to solution basis.
- Advise customers on ESS’ services and solutions with an understanding of governmental regulations.
- Support Technical Sales Representatives with onboarding new accounts.
- Determine the current total spend on hazardous waste of high value/strategic customers.
- Create account plans and document in Salesforce for high value/strategic customers.
- Record leads within existing high value/strategic customers in Salesforce.
- Manage Price Books for higher value/strategic accounts.
- Support Sales Representatives and Inside Sales Representatives as required.
- Maintain cooperative working relationships with necessary departments.
Requirements
- High School Diploma.
- Preferred degree or experience in science, mathematics, or business.
- Demonstrable customer relationship experience.
- Technical knowledge/experience of waste transport, disposal, and recycling.
- Awareness of managing financials.
- 5+ years of sales experience.
Nice-to-haves
- Relationship-building skills.
- Ability to prioritize the highest value opportunities.
- Focus on meeting customers' needs with efficient solutions.
- Ability to manage customer and waste stream P&Ls.
- Ability to work collaboratively across different functions.
- Strong communication and writing skills.
Benefits
- Paid time off policies.
- Health insurance.
- Dental insurance.
- Vision insurance.
- Employer sponsored 401(k) plan.
