Construction Sales Account Manager - Tulsa, OK

Waste Management•Tulsa, OK

39d

About The Position

The Construction Sales Account Manager (CSAM) will cover a territory in Tulsa, OK. 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), with equal time spent on each. Prior outside / field sales experience in a construction setting will be preferred. I. Job Summary Generates new revenue by cold calling and prospecting (50%), while also retaining current WM customers by utilizing a consultative selling approach (50%). 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 CSAM 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 of relevant work experience.
1 year of relevant work experience in direct business-to-business sales, and phone based business-to-business prospecting resulting in successfully obtaining customer appointments (in addition to education requirement)
20 hours of training with Resource Conservation and recovery Act (RCRA)
Certifications: WM CRA
Involved 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
Ability to convert customer cancellation requests in order to maintain revenue levels, and/or complex negotiations skills required.
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"
Understands the competitive landscape in the local area
Understands "Green" influences and sustainability
Analyze and solve problems
Conduct formal presentations
Able to design customized solutions that address more than just waste services
Excellent business and communication skills
Understands how to calculate price and amounts such as discounts
Basic software and web-based applications
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
Able to identify pertinent Local, County, State, and/or Federal government regulations
Responsible for prospecting and closing to achieve budgeted sales goals by developing and implementing sound selling strategies that ensure revenue growth by selling to new customers only
Manage prospects by developing sound marketing plans and maintaining key information in the prospect database
Reduces lost major accounts by diffusing cancellation requests. Meets or exceeds sales call activity goals for proactive account retention
Increases revenue and profitability by executing sound plans on retention calls to improve the customers' service and/or profitability
Matches WM services with customer needs by demonstrating knowledge of customers, pricing and competition; effectively communicates pricing and service strategies; proactively engages other WM business opportunities, referring internally as appropriate
Effectively use WM sales productivity software tools (i.e. Prospect and Customer Database, Proposal Program, Pricing Tools, etc.)
Proposes customer solutions that are compliant with appropriate local, state and federal regulations
Devising sales approaches and solutions
Marshalling resources
Sales negotiation
Sales opportunity analysis