Construction Sales Account Manager

WM (Waste Management); Miami (FL); On-site; USD 70,000 - 100,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

401(k) match

Paid time off

Job summary

WM (Waste Management) is seeking a Construction Sales Account Manager to cover the Miami-Dade area. The role blends hunting and farming with a heavy emphasis on acquiring new business through in-person prospecting and cold calling for construction projects.

You will manage waste and recycling services for existing construction accounts, grow temporary revenue, and meet monthly sales goals while educating customers on WM’s solutions and online tools. Local candidates are required.

Qualifications

• Bachelor's Degree (accredited) or in lieu of degree.
• High School Diploma or GED (accredited) and 4 years of relevant work experience.
• 1 year of direct business-to-business sales with in-person prospecting and phone-based prospecting resulting in customer appointments.

Responsibilities

• Manage B2B client relationships and drive revenue growth.
• Develop proposals for multiple services.
• Research waste and environmental services industry.
• Attend conferences to network and stay informed about market trends.
• Prospect, qualify, and close new business opportunities to meet sales goals.

Skills

B2B sales

Prospecting

Account management

Negotiation

Education

Bachelor's Degree (accredited)

High School Diploma or GED

Job description

Quick Snapshot

The Construction Sales Account Manager (CSAM) will cover the Miami-Dade area and candidates must be local. This position is a combo hunter / farmer, meaning you will be responsible for new business (hunting) as well as retention of existing accounts (farming), with a heavy emphasis on hunting (in-person cold calling and prospecting for new business). Prior outside / field sales experience in a construction setting will be preferred.

I. Job Summary

The Construction Sales Account Manager is responsible for managing waste and recycling services for existing construction accounts and growing temporary revenue by meeting or exceeding monthly sales goals. Account management includes handling service requests and service issues, educating customers and prospects on proper recycling processes, as well as the capabilities of WM's on-line tools. Focus on new business activities of 70% or greater is expected. New business activities include growing existing customer relationships, receiving referrals, and cold calling on new/planned construction projects. 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.

II. Essential Duties and 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
• Responsible for prospecting and closing to achieve budgeted sales goals by developing and implementing sound selling strategies that ensure revenue growth
• Manage prospects by developing sound marketing plans and maintaining key information in the prospect database
• Matches WM services with customer needs by demonstrating knowledge of customers, pricing and competition; effectively communicates pricing and service strategies; proactively engages other WM business opportunities, referring internally as appropriate
• Effectively use WM sales productivity software tools (i.e. Prospect and Customer Database, Proposal Program, Pricing Tools, etc.)
• Proposes customer solutions that are compliant with appropriate local, state and federal regulations
• Devising sales approaches and solutions
• Marshalling resources
• Sales negotiation
• Sales opportunity analysis

III. Qualifications

A. Required Qualifications

• Bachelor's Degree (accredited) or in lieu of degree
• High School Diploma or GED (accredited) and 4 years of relevant work experience.
• 1 year of relevant work experience in direct business-to-business sales, in-person prospecting, and phone-based business-to-business prospecting resulting in successfully obtaining customer appointments (in addition to education requirement)

IV. Physical Requirements

Listed below are key points regarding physical demands, physical and occupational risks, and the work environment of the job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of the job.

Office: This job primarily operates in a professional office environment and routinely requires the use of standard office equipment such as computers, phones, copy machines, etc.

V. Benefits

At WM, each eligible employee receives a competitive total compensation package that includes medical, dental, vision, life insurance, and short-term disability. In addition, we offer a stock purchase plan, company matching on a 401(k), and more. Employees also receive paid vacation, holidays, and personal days. Please note that benefits may vary by site.