Regional Account Manager- Eastern Region

Clean Harbors•Norwell, MA

2d•Remote

About The Position

Clean Harbors is seeking a Regional Account Manager to support the Retail Market Segment across the Eastern United States as part of the Technical Services Regional Account Sales team. This role is responsible for developing and growing strategic relationships with regional retail customers while expanding Clean Harbors' market presence throughout an assigned territory including strategic vision and execution of critical programs that develop and deepen our relationships within regional retail customers. The Regional Account Manager will identify new business opportunities, expand existing customer relationships, increase share of wallet, and position Clean Harbors as the preferred environmental services partner across all aspects of a retail customer’s operations. Applicants may live anywhere in the US and should be no more than one hour from a major Airport.

Requirements

Develop and execute growth plans for assigned regional retail customers.
Develop a deep understanding of customer operations and identify new opportunities across service lines to better support their business.
Expand share of wallet by introducing additional Clean Harbors service lines.
Develop new regional retail prospects and convert them into long-term customers.
Build relationships with corporate, regional, and field-level decision makers.
Conduct regular business reviews with assigned customers.
Develop customer account plans identifying growth opportunities and strategic priorities.
Maintain high customer satisfaction through proactive communication and issue resolution.
Coordinate internal resources across Safety-Kleen, Environmental Services, Field Services, Emergency Response, and Operations.
Partner with local Account Managers to identify opportunities to expand across multiple customer locations.
Support regional contract renewals and competitive bid opportunities.
Maintain accurate opportunity management and forecasting within Salesforce.
Support regional pricing strategies and commercial proposals.
Review historical pricing, competitive positioning, and customer trends to improve win rates.
Negotiate service agreements and pricing within established commercial guidelines.
Bachelor’s Degree with a preference toward those in Sales, Marketing, Business, or related fields.
Minimum 5 years relevant Retail or Environmental Services 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 sales 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 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.
Develop and implement strategic sales plans for Regional Accounts to support the Company in achieving profitable revenue growth (e.g., detailed revenue potential estimates for all sites, analysis of decision processes and key players, understanding our critical stakeholders, and weekly plans for activity and revenue growth for each account).
Leverage professional network, current client relationships, and prospect leads to develop new business opportunities.
Develop and advance a solid and trusting relationship between clients and the company, mapping client organizations and focusing on decision makers with varying buyer motivations.
Develop a complete understanding of a Regional Account’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.
Anticipate the Regional Account’s changes, adjusting and adapting accordingly.
Manage communications between business stakeholders and internal teams.
Negotiate contracts with the Regional Account, establish a timeline of performance, and deliver predictable results.
Establish and oversee internal budgets with the company and external budgets with the Regional 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 customer issues and complaints.
Analyze customer data, working cross-functionally with support teams, 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.