Construction Sales Account Manager - San Antonio, TX

Waste Management • San Antonio, TX

237d

About The Position

The Construction Sales Account Manager (CSAM) will cover a territory in San Antonio, TX. Candidates need to be local to the area. This position is a combo hunter / farmer, meaning you will be responsible for new business (hunting) as well as retention of existing accounts (farming). However, 70-80% of your time will be spent hunting and finding new business. Prior outside / field sales experience in a construction setting will be preferred. Generates new revenue by cold calling and prospecting (70-80%), while also retaining current WM customers by utilizing a consultative selling approach (20-30%). 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 Construction Sales 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.

Requirements

• Bachelor's Degree (accredited) or in lieu of degree, High School Diploma or GED (accredited) and 4-years sales experience.
• 1 year work experience in direct business-to-business sales and phone based business-to-business prospecting.
• Experience preferably in a construction setting.
• 20 hours of training with Resource Conservation and Recovery Act (RCRA) Certifications: WM CRA.
• Involvement 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.

Nice To Haves

• Ability to convert customer cancellation requests in order to maintain revenue levels.
• Complex negotiation skills.
• Comprehensive understanding of construction industry (phases, materials, waste, etc).
• Techniques for identifying and managing new business opportunities.
• Techniques for identifying and responding to objections.
• Techniques for bypassing 'Gatekeepers'.
• Understanding of the competitive landscape in the local area.
• Understanding of 'Green' influences and sustainability.
• Ability to analyze and solve problems.
• Ability to conduct formal presentations.
• Ability to design customized solutions that address more than just waste services.
• Excellent business and communication skills.
• Understanding of how to calculate price and amounts such as discounts.
• Basic software and web-based applications knowledge.
• Active learning.
• Sales disposition.
• Motivational fit.
• Sustainability.

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.
• Assignment management.
• Building trusting relationships.
• Providing high-impact communication.
• Identifying pertinent local, county, state, and/or federal government regulations.
• Prospecting and closing to achieve budgeted sales goals by developing and implementing sound selling strategies.
• Managing prospects by developing sound marketing plans and maintaining key information in the prospect database.
• Reducing lost major accounts by diffusing cancellation requests.
• Meeting or exceeding sales call activity goals for proactive account retention.
• Increasing revenue and profitability by executing sound plans on retention calls.
• Matching WM services with customer needs by demonstrating knowledge of customers, pricing, and competition.
• Effectively using WM sales productivity software tools.
• Proposing customer solutions that are compliant with appropriate local, state, and federal regulations.
• Devising sales approaches and solutions.
• Marshalling resources.
• Sales negotiation.
• Sales opportunity analysis.

Benefits

• Medical, Dental, Vision, Life Insurance.
• Short and Long Term Disability.
• Employee Stock Purchase Program (ESPP).
• 401K with a 4.5% company match and no vesting period.
• Unlimited vacation time.
• Support for continuing education.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Industry: Waste Management and Remediation Services
• Education Level: Bachelor's degree