Regional Account Manager

Liquid Environmental Solutions; Sacramento (CA); On-site; USD 90,000 - 130,000; Full time

Job summary

Liquid Environmental Solutions is seeking a Regional Account Sales Manager to hunter for new logos and revenue in an assigned territory. You will apply consultative selling to build pipeline, execute displacements, and convert prospects into recurring customers across the territory.

The role focuses on food service and commercial businesses needing grease trap and interceptor services, with LES's full suite of liquid waste offerings, including FOG, oil water separators, used cooking oil, septic,

Qualifications

• Hunter with proven new-logo acquisition in a defined territory.
• Experience building annual and quarterly sales plans.
• 2+ years of outside B2B sales experience required.
• Valid driver's license with clean MVR per guidelines.

Responsibilities

• Prospect, qualify, and close new accounts in the assigned territory.
• Generate leads via outbound prospecting, field canvassing, referrals, and appointments.
• Develop and execute a territory sales plan with targets and timelines.
• Maintain a robust CRM pipeline with disciplined opportunity management.
• Deliver compelling service proposals, quotes, and RFP responses.
• Structure and negotiate recurring-service agreements with profitability focus.

Skills

Hunter mentality

New logo acquisition

Territory sales planning

CRM proficiency

Negotiation

Communication

Education

High school diploma or equivalent

Bachelor's degree preferred

Tools

Dynamics CRM

Microsoft 365

Job description

The Regional Account Sales Manager a0 Commercial is a hunter. New-logo and new-revenue acquisition is the primary mandate of this role. You will apply a command of consultative selling to build pipeline, execute competitive displacements, and convert prospects into recurring-revenue customers across an assigned territory. Your account and prospect base is comprised of food service and commercial businesses a0— restaurants, grocers, convenience stores, entertainment facilities, and hotels a0—that require grease trap and interceptor service and that represent whitespace for LESs full suite of liquid waste services: FOG, oil water separator, used cooking oil, septic, and grit. Relationship maintenance is secondary; winning new business is the job.

Essential Functions

New Business Acquisition — Primary Focus

• Aggressively prospect, qualify, and close new accounts within the assigned territory, owning the full sales cycle from lead generation through contract execution and first service.
• Generate leads through outbound prospecting, cold calling, field canvassing, referral networks, appointment setting, and coordinated marketing campaigns; demonstrate a consistent, measurable record of securing appointments by telephone and in person.
• Develop, maintain, and execute an approved territory sales plan that documents target account prospects, sales cycle stages, projected revenue, projected decision dates, and projected implementation/first service dates.
• Build and maintain a robust, accurately staged pipeline in Dynamics CRM with disciplined opportunity management aligned to disposal density, service-line whitespace, and route economics.
• Execute competitive displacement strategies; develop expert-level command of LES service lines, FOG ordinances, OWS regulations, and manifesting requirements to outposition competitors in every sales conversation.
• Prepare and deliver compelling service management proposals, presentations, price quotes, and RFP responses that directly connect LES capabilities to the prospect3s operational and compliance needs.
• Structure and negotiate recurring-service agreements, will-call conversions, and contract renewals with attention to route profitability and gross margin not revenue alone.
• Identify and pursue multi-location expansion opportunities within newly acquired accounts to maximize customer lifetime value and territory penetration.

Account Onboarding and Relationship Support

• Maintain strong working relationships with key executive-level decision makers and operational influencers within the account base to protect and expand newly won revenue.
• Partner closely with field operations during new account implementation to ensure clean first service, accurate manifesting, and a strong early customer experience that protects retention.
• Conduct periodic service reviews with the account base to identify upsell, cross-sell, and referral opportunities; escalate service issues to operations as needed.

Reporting and Process Compliance

• Complete and submit a weekly sales call plan, weekly sales call results report, weekly target account update, and monthly sales plan update; report pipeline movement and results to leadership on the defined cadence.
• Work within the pricing, products, and services guidelines established by the company.
• Prioritize safety and environmental compliance in all customer and site interactions.

Knowledge and Skills

• Demonstrated success as a hunter: a verifiable track record of new-logo acquisition and competitive displacement in a defined territory.
• Proficiency in building and executing annual, quarterly, monthly, and weekly territory sales plans.
• Significant experience working via appointments; demonstrated success generating appointments through cold calls, field prospecting, and referral development.
• Proven success across short, medium, and long B2B service sales cycles.
• Experience leading new sales program implementations in multi-location accounts.
• Strong written and oral communication skills; exceptional active listening.
• Proficiency in Microsoft 365; CRM fluency required (Dynamics experience preferred).
• Sound negotiation, deal-structuring, and problem-solving skills.
• Self-motivated, high-energy, with an unambiguous bias toward action and urgency.
• Analytical and detail-oriented; able to manage time and territory independently in a fast-paced environment.
• Respected, trusted, and known for consistent achievement a reputation built on results, not activity.

Education and Experience

• High school diploma or equivalent (Required).
• Bachelor7s degree or equivalent (Preferred).
• Minimum two (2) years of outside B2B sales experience with a demonstrated hunting/new-business emphasis (Required).
• Consistent, documented history of attaining monthly, quarterly, and annual revenue plans.
• Experience managing a defined geographic sales territory with strong time and territory planning skills.
• Valid drivers license with a clean driving record per company MVR guidelines (Required).
• Field-primary role; regular travel and customer site visits within the assigned territory are expected.
• General office conditions when not in the field.
• Some light lifting and bending.
• Extended periods of sitting and driving.