Sr Account Manager, Construction Sales

WM•Tempe, AZ

About The Position

The Senior Account Manager, Construction Sales generates revenue growth by using a consultative selling approach to retain current WM customers and manage existing business relationships. The role works toward budgeted sales goals by developing retention strategies, negotiating to preserve business, and securing contract agreements from customers who are not currently contracted. The Account Manager handles customer cancellation requests, explains contract details to existing customers, and seeks customer contract commitments during face-to-face interactions. The position also resolves customer-service escalations within its defined territory. The employee conducts customer site visits for most of the week and works from home for the remainder. The job primarily operates in a professional office environment and routinely uses standard office equipment.

Requirements

Bachelor's degree (accredited) in Sales/Marketing, or a high school diploma or GED (accredited) and four years of direct business-to-business sales experience in lieu of a bachelor's degree.
Seven years of progressive direct business-to-business sales experience, including cold calling and phone-based prospecting.

Responsibilities

Manage business-to-business sales relationships and existing customer accounts.
Develop detailed proposals encompassing multiple services.
Research the waste and environmental services business.
Attend conferences and symposiums to network and stay current on industry and market information.
Manage assignments and build trusting relationships through high-impact communication.
Identify relevant local, county, state, and/or federal government regulations.
Prospect and close sales to achieve budgeted sales goals through selling strategies intended to grow revenue and sell to new customers.
Manage prospects by developing marketing plans and maintaining key information in the prospect database.
Reduce lost major accounts by addressing and diffusing cancellation requests.
Meet or exceed sales-call activity goals for proactive account retention.
Improve customer service and/or profitability through effective retention-call plans.
Match WM services to customer needs using knowledge of customers, pricing, and competition; communicate pricing and service strategies; and refer customers to other WM business opportunities as appropriate.
Use WM sales productivity software, including the prospect and customer database, proposal program, and pricing tools.
Propose customer solutions that comply with applicable local, state, and federal regulations.
Resolve customer-service escalations within the defined territory.