Head of Account Management

Work Initiatives; Melbourne; On-site; AUD 180,000 - 230,000; Full time

Benefits offered by this job

Motor vehicle allowance

Commission

Job summary

Waste Services Group is seeking a Head of Account Management to lead Wasteflex's Account Management function, driving retention, revenue growth and profitability across the customer portfolio. You will lead National and State-based Account Managers, build a high‑performance team and partner with Operations and Customer Experience to ensure outcomes meet contractual commitments.

The role requires 8+ years in account management or sales leadership, a track record of renewing contracts, growing

Qualifications

• 8+ years' experience in Account Management or similar Sales leadership role.
• Proven success leading and developing high-performing account management teams.
• Demonstrated experience delivering customer retention, revenue growth and profitability outcomes across large customer portfolios.
• Strong commercial acumen with experience in contract renewals, pricing strategy and commercial negotiations.
• Experience developing and executing strategic account plans that deliver measurable business outcomes.
• Strong executive stakeholder management skills, with the ability to build trusted relationships at C-suite and senior leadership levels.
• A disciplined and data-driven approach to performance management, forecasting and account governance.

Responsibilities

• Lead, coach and develop the National and State-based Account Management team, building a high-performance culture focused on accountability, customer outcomes and commercial success.
• Own customer retention, contract renewal, revenue growth and profitability across the existing customer portfolio.
• Monitor and manage team performance through ensuring delivery against target, portfolio health, profitability and growth opportunities.
• Identify opportunities to grow accounts through upselling, cross-selling and renewals, and address commercial risks early.
• Drive performance through cross-selling, upselling and service expansion opportunities across the customer portfolio.
• Maintain a strong field presence, partnering with Account Managers on strategic customer engagements, reviews and issue resolution.
• Maintain clear and accurate CRM records, account plans and documentation, logging activity and next steps accordingly.
• Partner with Operations, Customer Experience and Customer Service teams to ensure contractual commitments and customer outcomes are consistently achieved.

Skills

Account Management Leadership

Growth & Retention

Contract Negotiations

CRM

Stakeholder Management

Job description

About Waste Services Group (WSG)Waste Services Group (WSG) is one of Australia’s leading integrated waste and resource recovery providers, delivering tailored collection, specialised and managed services solutions for businesses across the SME market. Backed by global investment and continuing to grow across Australia, WSG is entering an exciting next chapter — with sustainability, innovation and customer impact at the heart of what we do. About the RoleWe're looking for a Head of Account Management to lead Wasteflex's Account Management function to drive retention, growth and profitability of the company's customer portfolio.

Leading a team of National and State-based Account Managers, this role is accountable for delivering customer retention, increased revenue growth, reduce churn and improve customer satisfaction across Wasteflex's existing customer base. This is an exciting opportunity for a customer-focused and commercially astute leader who enjoys building and supporting team capability and being a reliable partner to their customers, proactively solving problems and identifying opportunities that drive value for both the customer and the business.

Key Responsibilities

• Lead, coach and develop the National and State-based Account Management team, building a high-performance culture focused on accountability, customer outcomes and commercial success
• Own customer retention, contract renewal, revenue growth and profitability across the existing customer portfolio
• Monitor and manage team performance through ensuring delivery against target. Includes monitoring portfolio health, customer performance, profitability and growth opportunities
• Identify opportunities to grow accounts through upselling, cross-selling and renewals, and address commercial risks early
• Drive performance through cross-selling, upselling and service expansion opportunities across the customer portfolio
• Maintain a strong field presence, partnering with Account Managers on strategic customer engagements, reviews and issue resolution
• Maintain clear and accurate CRM records, account plans and documentation, logging activity and next steps accordingly
• Partner with Operations, Customer Experience and Customer Service teams to ensure contractual commitments and customer outcomes are consistently achieved

About You

• 8+ years' experience in Account Management or similar Sales leadership role
• Proven success leading and developing high-performing account management teams
• Demonstrated experience delivering customer retention, revenue growth and profitability outcomes across large customer portfolios
• Strong commercial acumen with experience in contract renewals, pricing strategy and commercial negotiationsA proven ability to increase customer share of wallet and maximise customer lifetime value.Experience developing and executing strategic account plans that deliver measurable business outcomes
• Strong executive stakeholder management skills, with the ability to build trusted relationships at C-suite and senior leadership levelsA disciplined and data-driven approach to performance management, forecasting and account governance
• Exceptional communication, influencing and leadership skills.A proactive, outcome-focused mindset with a passion for continuous improvement and customer success

Why join us?

• Attractive salary package including a motor vehicle allowance and commission
• Join a growing, national business backed by a global investment firm
• Represent a well-known, trusted brand backed by a genuine commitment to quality service
• Career development - development plans that incorporate in-house training, mentoring and on-the-job skill development and coachingA collaborative and supportive environment where you will feel valued and part of the team
• The opportunity to be part of a business with a genuine focus on sustainability and environmental impact