Construction Sales Account Manager - Charleston, SC

WM•Charleston, SC

1d•Onsite

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 covers the Charleston, South Carolina area, and candidates must be local. It combines new-business development with retention of existing accounts, with a heavy emphasis on hunting: at least 70% of activity is expected to focus on new business. This includes in-person cold calling and prospecting for new or planned construction projects, growing customer relationships, and receiving referrals. The Account Manager handles customer service requests and issues, educates customers and prospects about recycling processes and WM's online tools, and develops compliant solutions tailored to customer needs. The role also involves preparing proposals, researching the waste and environmental services business, networking at industry events, managing assignments and prospect information, negotiating sales, and using WM's sales productivity tools. The normal work setting is outside/field sales, visiting local construction sites.

Requirements

Bachelor's degree (accredited), or a high school diploma or GED (accredited) and four years of relevant work experience.
At least one 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 organizations: 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.

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 and close new business to achieve budgeted sales goals, with new-business activities expected to account for 70% or more of the role.
Cold call and prospect in person at new or planned construction projects; grow existing customer relationships and pursue referrals.
Develop and implement selling strategies and marketing plans to grow revenue, and maintain key information in the prospect database.
Handle customer service requests and service issues.
Educate customers and prospects on proper recycling processes and WM's online tools.
Develop detailed proposals encompassing multiple services and propose solutions that comply with local, state, and federal regulations.
Match WM services to customer needs using knowledge of customers, pricing, and competition; communicate pricing and service strategies and refer appropriate opportunities internally.
Use WM sales productivity software, including the prospect and customer database, proposal program, and pricing tools.
Research the waste and environmental services business and attend conferences or symposiums to network and stay current with industry and market information.
Manage assignments, build trusting relationships, communicate effectively, marshal resources, negotiate sales, and analyze sales opportunities.