Construction Sales Account Manager - Charleston, SC

Waste Management, Inc. (WM)•North Charleston, SC

2d•Onsite

About The Position

The Construction Sales Account Manager is responsible for the Charleston, South Carolina area, and candidates must be local. This field-sales position combines acquiring new business with retaining and managing existing construction accounts, with a heavy emphasis on prospecting and hunting for new business. The role manages waste and recycling services for construction customers and grows temporary revenue by meeting or exceeding monthly sales goals. New-business activities are expected to account for 70% or more of the work and include developing existing customer relationships, generating referrals, and cold-calling on new or planned construction projects. The Account Manager handles customer service requests and issues, educates customers and prospects about recycling processes and WM online tools, develops proposals and sales strategies, and works to match WM services to customer needs. The normal work setting is outside or field sales, visiting local construction sites. The role may require air travel for business or access to federal property; the successful candidate must have or be willing to obtain a REAL ID or TSA-approved alternative.

Requirements

Bachelor's degree (accredited), or a high school diploma or GED (accredited) and 4 years of relevant work experience.
At least 1 year of relevant direct business-to-business sales experience and phone-based business-to-business prospecting that resulted in successfully obtaining customer appointments, in addition to the education requirement.
20 hours of training with the Resource Conservation and Recovery Act (RCRA).
WM CRA certification.
Involvement in one or more of the following: U.S. Green Building 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.
Must be local to the Charleston, South Carolina area.
Must have or be willing to obtain a REAL ID or TSA-approved alternative if required for business air travel or access to federal property.

Nice To Haves

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

Responsibilities

Manage business-to-business sales relationships and construction accounts.
Prospect for new business and close sales to achieve budgeted sales goals and revenue growth.
Develop and implement sales and marketing strategies, including plans for prospects and maintaining key information in the prospect database.
Grow existing customer relationships, obtain referrals, and cold-call on new or planned construction projects.
Develop detailed proposals encompassing multiple services.
Handle customer service requests and service issues.
Educate customers and prospects on proper recycling processes and WM online tools.
Research the waste and environmental services business and keep current with industry and market information through conferences and symposiums.
Match WM services to customer needs by demonstrating knowledge of customers, pricing, and competition; communicate pricing and service strategies; and refer customers to other WM business opportunities as appropriate.
Use WM sales productivity software, including prospect and customer databases, proposal programs, and pricing tools.
Propose customer solutions that comply with applicable local, state, and federal regulations.
Manage assignments, build trusting relationships, communicate effectively, marshal resources, negotiate sales, and analyze sales opportunities.