Construction Sales Account Manager

Waste Management, Inc. (WM)•Miami, FL

About The Position

The Construction Sales Account Manager manages waste and recycling services for existing construction accounts and grows temporary revenue by meeting or exceeding monthly sales goals. The role combines new-business development with retention of existing accounts, with at least 70% of the focus expected to be on new-business activities. These activities include growing existing customer relationships, receiving referrals, and cold calling on new or planned construction projects. The Account Manager uses a consultative selling approach to grow revenue and retain customers. The role develops and implements retention strategies, negotiates to preserve business, secures contract agreements from previously non-contracted customers, handles cancellation requests, educates customers about contract details, and obtains contract commitments during face-to-face interactions. The position also handles customer service escalations within the territory and educates customers and prospects about recycling processes and WM online tools.

Requirements

Bachelor's degree (accredited), or a high school diploma or GED (accredited) and four years of relevant work experience.
One year of relevant work experience in direct business-to-business sales, in-person prospecting, and phone-based business-to-business prospecting that resulted in successfully obtaining customer appointments, in addition to the education requirement.
Must be local to the Miami-Dade area.

Nice To Haves

Prior outside or field sales experience in a construction setting is preferred.

Responsibilities

Manage business-to-business sales relationships and existing construction accounts.
Prospect for new business and close sales to achieve budgeted sales goals, using selling strategies that support revenue growth.
Develop detailed proposals encompassing multiple services.
Research the waste and environmental services business and attend conferences or symposiums to network and stay current on industry and market information.
Manage assignments and build trusting relationships through high-impact communication.
Develop marketing plans for prospects and maintain key information in the prospect database.
Match WM services to customer needs by understanding customers, pricing, and competition; communicate pricing and service strategies and refer customers to other WM business opportunities as appropriate.
Use WM sales productivity software tools, including prospect and customer databases, proposal programs, and pricing tools.
Propose customer solutions that comply with local, state, and federal regulations.
Devise sales approaches and solutions, marshal resources, negotiate sales, and analyze sales opportunities.
Develop and implement strategies to retain existing customers, negotiate to preserve business, and secure contracts from previously non-contracted customers.
Handle cancellation requests, educate existing customers about contract details, and obtain customer contract commitments during face-to-face interactions.
Resolve customer service escalations within the defined territory.
Educate customers and prospects on proper recycling processes and WM online tools.