Construction Services Account Manager

Waste Management • Wilmington, DE

286d • $60,000 - $64,000

About The Position

As an EEO/Affirmative Action Employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, or veteran status. Being number one means WM invests in our Sales teams success by providing access to state-of-the-art systems and processes, industry-leading services and the best leadership in the business. Our exceptional sales professionals help deliver satisfaction to our clients throughout North America. If you are passionate about helping others and seeking challenging and interesting employment, apply today! I. Job Summary Generates revenue growth by utilizing a consultative selling approach in the retention of current WM customers. 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 Account Manager 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

• Education: Bachelor's Degree (accredited) or in lieu of degree, High School Diploma or GED (accredited) and 4-years sales experience.
• Experience: 1 year work experience in direct business-to-business sales, and phone-based business-to-business prospecting resulting in successfully obtaining customer appointments.
• Preferred 20 hours of training with Resource Conservation and recovery Act (RCRA) Certifications.
• Involvement 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 Builder.

Nice To Haves

• Ability to convert customer cancellation requests in order to maintain revenue levels.
• Complex negotiations skills.
• 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.
• Understanding of the competitive landscape in the local area.
• Understanding of Green influences and sustainability.
• Ability to analyze and solve problems.
• Conduct formal presentations.
• Ability to design customized solutions that address more than just waste services.
• Excellent business and communication skills.
• Understanding 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.
• Identifying pertinent Local, County, State, and/or Federal government regulations.
• Prospecting and closing to achieve budgeted sales goals by developing and implementing sound selling strategies.
• Managing prospects by developing sound marketing plans and maintaining key information in the prospect database.
• Reducing lost major accounts by diffusing cancellation requests.
• Meeting or exceeding sales call activity goals for proactive account retention.
• Increasing revenue and profitability by executing sound plans on retention calls.
• Matching WM services with customer needs by demonstrating knowledge of customers, pricing and competition.
• Effectively using WM sales productivity software tools.
• Proposing customer solutions that are compliant with appropriate local, state and federal regulations.
• Devising sales approaches and solutions.
• Marshalling resources.
• Sales negotiation.
• Sales opportunity analysis.

Benefits

• Medical, Dental, Vision, Life Insurance and Short-Term Disability.
• Stock Purchase Plan.
• Company match on 401K.
• Paid Vacation, Holidays, and Personal Days.

What This Job Offers

• Job Type: Full-time
• Industry: Waste Management and Remediation Services
• Education Level: Bachelor's degree