Construction Sales Account Manager

Waste Management, Inc. (WM)•Smyrna, GA

2d•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 Atlanta area, and candidates must be local. It combines new-business acquisition with retention of existing accounts, with at least 70% of activity focused on new business, including in-person cold calling and prospecting on new or planned construction projects. Account management includes handling service requests and issues, educating customers and prospects about recycling processes and WM’s online tools, and developing customer relationships and referrals.

Requirements

Bachelor’s degree (accredited), or a high school diploma or GED (accredited) plus four years of relevant work experience.
At least one year of relevant direct business-to-business sales experience and phone-based B2B 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 Atlanta area.
Must have or be willing to obtain a REAL ID or TSA-approved alternative if required to travel by air for business or access federal property.

Nice To Haves

Prior outside or field sales experience in a construction setting.

Responsibilities

Manage business-to-business sales relationships and existing construction accounts.
Prospect and close new business to achieve budgeted sales goals and revenue growth.
Conduct in-person cold calling and prospect on new and planned construction projects.
Develop and implement sales strategies and sound marketing plans.
Maintain key prospect information in the prospect database.
Develop detailed proposals encompassing multiple services.
Match WM services to customer needs by demonstrating knowledge of customers, pricing, and competition.
Communicate pricing and service strategies and proactively identify other WM business opportunities, referring internally as appropriate.
Handle customer service requests and service issues.
Educate customers and prospects on proper recycling processes and WM’s online tools.
Use WM sales productivity software, including prospect and customer databases, proposal programs, and pricing tools.
Propose customer solutions compliant with applicable local, state, and federal regulations.
Research the waste and environmental services business.
Attend conferences and symposiums to network and stay current on industry and market information.
Manage assignments, build trusting relationships, and provide high-impact communication.
Devise sales approaches and solutions, marshal resources, negotiate sales, and analyze sales opportunities.