Corporate Account Development Manager

Clean Harbors•United States,

25d•Onsite

About The Position

Clean Harbors is seeking a Retail Business Development Manager to join our Corporate Account Environmental Sales team. This role is all about hunting and winning new business within major retail accounts. You’ll work directly with large, centrally managed retailers to identify opportunities, grow share of wallet, and expand into all lines of business. As part of the Retail team, you’ll align on overall vision and planning, but your primary focus will be execution - prospecting, building relationships, closing deals, and making Clean Harbors an indispensable partner for retail clients. If you thrive on prospecting, building relationships, and driving measurable growth, this is your chance to make a tangible impact in a high-stakes, fast-moving environment.

Requirements

Establish and Execute Effective Business Development Strategies: Identify opportunities across the Corporate Account to expand share of wallet, identify and penetrate new opportunities and leads, negotiate contracts and persuade senior stakeholders, and align resources and communications that deliver sustainable and sticky profitable revenue.
Customer Relationship Management: Cultivate and advance relationships with internal and external stakeholders to define and deliver program goals that maximize profitable revenue and make the Company an indispensable partner to each assigned Corporate Account.
Bachelor’s Degree with a preference toward those in Sales, Marketing, Business, or related fields
Minimum 5 years relevant Retail and Environmental Industry experience, as high level “C” sales development and management or combination of relevant experience in the industry
Verifiable successful track record of multi-million-dollar annual quota attainment
Proven track record of developing and executing business development strategies; target customer selection, sales processes, account development and multi-tiered relationship building
A producer with a demonstrated track record of identifying, creating, and closing deals, and ultimately building a business
Demonstrated tact, discretion, and sound business judgment
Senior-level experience in overseeing multiple states, locals, and customers in the industry; in-depth understanding of industry drivers
Ability to influence and cultivate strong internal relationships and develop sales support resources
Strong negotiation and persuasion skills, with ability follow-through on client contracts
An enthusiastic and polished people-person exceptional interpersonal skills; demonstrated ability to navigate complexity and ambiguity
Tireless, high-energy professional with a bold and innovative flair
Strong executive presence, polish, and political savvy with mature commercial acumen
A strategic thinker with excellent verbal and written communication skills; listener and presenter able to communicate effectively (both written and verbal) and influence all C suite buyers
Proficient background in resolving customer issues within RCRA, DOT, CERCLA, Environmental Remediation, Emergency Response, Industrial High-Pressure Cleaning applications preferred
Able to multitask, prioritize, and manage time efficiently
Strong computer skills, and experience with CRM software and the Microsoft Office Suite, with emphasis on superior Excel skills
Self-starter and autonomous goal achiever that brings cross-functional teams together to deliver profitable revenue results
Strategic and Conceptual Selling Expert
Adept analytical skills and project planning/management experience
Comfortability working in a matrixed environment
Ability to travel 30-50%

Responsibilities

Ensuring that Health and Safety is the number one priority by complying with all safe work practices, policies, and processes and always acting in a safe manner
Leverage professional network, current client relationships, and prospect leads to develop new business opportunities and revenue growth.
Develop and advance a solid and trusting relationship between major key clients and the Company, mapping client organizations and focusing on decision makers with varying buyer motivations
Develop a complete understanding of a Retail customer’s needs, understand market drivers and forces, ensure appropriate service and/or product delivery and pricing, and communicate concisely and effectively to achieve mutual goals
Use insight and consultative selling techniques to coach customer stakeholders and build consensus for Clean Harbors/Safety-Kleen’s solutions within their organization
Manage communications between key stakeholders and internal teams
Negotiate contracts with the Corporate Account, establish a timeline of performance and deliver predictable results
Establish and oversee internal budgets with the Company and external budgets with the Corporate Account
Plan and present reports on each Account’s progress, goals, and quarterly initiatives; Utilize executive presence and influence to drive consensus and bias-to-action with internal and external
Meet all Account’s needs and deliverables according to proposed timelines, contracts, and agreements
Proactively resolve key customer issues and complaints
Analyze customer data, working cross-functionally with support teams, to deepen customer relationship management through valuable insights and action plans
Deepen existing business relationships by continuing to increase the Account’s satisfaction with ownership of contractual service requirements, follow up with service delivery and deliver ever-improving customer service
Understand account profitability, value, and potential to inform strategy that maximizes profit, increases market share, and keeps the Company as the provider of choice