Account Manager

GFL Environmental•Hartland, WI

About The Position

The Account Manager promotes, sells, increases, and preserves GFL Environmental, Inc. solid waste services to businesses and industrial establishments in an assigned territory. The role identifies new market areas, maintains existing customer relationships, and develops strategies to compete effectively. The Account Manager prepares sales contracts using knowledge of pricing, costs, and equipment, with input from the Facility/General Manager. The position involves prospecting, territory travel, customer needs assessment, sales presentations, pricing and contract preparation, market and competitor awareness, and support for large commercial, industrial, municipal, and governmental accounts. The Account Manager also performs waste-stream analysis, participates in business and civic functions, and assists with acquisition activities. Pay is $50,000 annually, plus commission.

Requirements

Bachelor's degree from a four-year college or university, or an equivalent combination of education and experience.
Two to three years of sales experience with thorough knowledge of sales techniques.
Valid driver's license.
Strong verbal communication and interpersonal skills.
Ability to read, analyze, and interpret business, professional, and technical periodicals and governmental regulations.
Ability to write reports, business correspondence, and procedural manuals.
Ability to present information effectively and respond to questions from managers, clients, customers, and the public.
Ability to calculate discounts, interest, commissions, proportions, percentages, area, circumference, and volume, and apply basic algebra and geometry.
Ability to create, design, and implement solutions to general and customer-specific problems.
Ability to interpret written, oral, diagrammatic, or schedule-form instructions.
Ability to self-direct assigned initiatives and work under limited supervision.
Ability to stand, sit, walk, use hands and fingers, reach, stoop, kneel, crouch, talk, hear, and climb.
Ability to regularly lift or move up to 10 pounds and occasionally lift or move up to 25 pounds.
Visual ability including close, distance, color, and peripheral vision, depth perception, and ability to adjust focus.

Nice To Haves

Knowledge of or experience in the solid waste industry.

Responsibilities

Solicit orders from current and prospective customers to maintain and increase the customer base.
Travel throughout the assigned territory to meet existing and prospective customers, assess their needs, and maintain customer relations.
Compile and manage prospective-customer lists in the ACT database for sales leads through cold-calling and other techniques.
Develop new and existing market areas to maintain and increase sales and market share in assigned territories.
Develop working knowledge of branch and regional profit-and-loss components, pricing services, desired margins, and cost of service.
Maintain knowledge of solid-waste products, equipment pricing and costs, and applications, including roll-off presentation, commercial placement, front-end upgrades, and full-line applications.
Provide price quotes and credit terms, prepare sales contracts, and consult the Sales Manager or Facility/General Manager before deviating from book rates.
Develop proficiency in commercial placement, customer needs analysis, customer upgrades and retention, and identification of major industrial compaction needs, including pricing, mechanical aptitude, and service capabilities.
Prepare and organize sales presentations for major accounts, demonstrating products and services and emphasizing marketable features.
Monitor competitor activities.
Assist with identifying and implementing price increases for substandard accounts.
Perform waste-stream analysis, estimate volumes, and identify waste streams requiring special handling or suitable for recycling or diversion.
Participate in business meetings, conferences, social functions, and civic organizations to increase company exposure.
Cultivate and secure large customers and municipal and governmental-sector business; act as a liaison and assist with bid invitations and preliminary bid preparation.
Assist in identifying acquisition candidates and participate in acquiring and merging with targeted businesses.
Comply with applicable laws, regulations, ordinances, company policies, procedures, and supervisor directives.
Perform other duties and responsibilities as required or requested by management.