Construction Sales Account Manager - Michigan

WM; Grand Rapids (MI); On-site; USD 65,000 - 90,000; Full time

Benefits offered by this job

Medical, dental, vision insurance

Life insurance & short-term disability

401(k) with company match

Stock purchase plan

Paid vacation, holidays & personalDays

Job summary

WM is seeking an Account Manager - Construction Sales to manage waste and recycling services for existing construction accounts and drive new revenue growth in Michigan (excluding Detroit). The role blends hunter/farmer duties with a heavy emphasis on new business development through in-person prospecting.

The ideal candidate will have outside field sales experience in a construction context and the ability to educate customers on recycling processes and WM’s online tools, with strong

Qualifications

• Bachelor's degree or equivalent required.
• 4+ years of relevant B2B sales experience.
• 1 year of direct B2B sales with phone-based prospecting yielding customer appointments.
• At least 20 hours of training with RCRA and WM CRA; involvement with USGBC, AIA, AGC, BOMA, or NAHB is a plus.

Responsibilities

• Manage B2B sales relationships with construction accounts.
• Develop detailed proposals covering multiple WM services.
• Research waste and environmental services market concepts.
• Attend conferences and networking events to stay informed.

Skills

Field sales experience

B2B sales

Prospecting

Education

Bachelor's degree (accredited)

High School Diploma or GED

Tools

CRM/database tools

Proposal software

Pricing tools

Job description

Quick Snapshot

The Construction Sales Account Manager (CSAM) will cover all of Michigan except for Detroit. Ideally, candidates will live close to one of the following centrally located cities in Michigan: Grand Rapids, Battle Creek, Three Rivers, Lansing. 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.

Job Summary

The Account Manager - Construction Sales 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.

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

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, and phone based business-to-business prospecting resulting in successfully obtaining customer appointments (in addition to education requirement)


• 20 hours of training with Resource Conservation and recovery Act (RCRA) and Certifications: WM CRA and Involved in one or more of the following: U.S. green Build council (USGBC), American Institute of Architects (AIA), Associated general Contractors of America (AGC), Building Owners and Managers Association (BOMA), or National Association of Home Builders

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. Normal setting for this job is: outside / field sales visiting local construction sites.

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.