Sr Account Manager, Construction Sales

WM (Waste Management); Tempe (AZ); Hybrid; USD 85,000 - 130,000; Full time

Benefits offered by this job

Medical Insurance

401(k) Match

Paid Time Off

Stock Purchase Plan

Job summary

WM (Waste Management) in Tempe, AZ seeks an Account Manager to drive revenue growth by retaining and expanding current customer relationships. You will manage cancellations, educate customers on contract details, and secure commitments during face-to-face interactions.

This role requires extensive customer site visits with some work-from-home days. You will develop proposals, network at industry events, and ensure strategies align with local, state, and federal regulations.

Qualifications

• Bachelor's degree or equivalent with 4 years B2B sales
• 7 years progressive direct B2B sales, cold calling, and phone prospecting

Responsibilities

• Manage business-to-business sales relationships
• Develop detailed proposals encompassing multiple services
• Research aspects of the waste and environmental services business
• Attend conferences/symposiums to network and stay current with industry information
• Assignment management
• Building trusting relationships
• Providing high-impact communication
• Identify pertinent Local, County, State, and/or Federal government regulations
• Prospect and close to achieve budgeted sales goals by developing sound selling strategies
• Manage prospects by developing sound marketing plans and maintaining key information in the prospect database
• Reduce lost major accounts by diffusing cancellation requests
• Increase revenue and profitability by retention calls to improve service/profitability
• Match WM services with customer needs and communicate pricing/service strategies
• Use WM sales productivity tools
• Propose customer solutions compliant with regulations

Skills

B2B sales

Negotiation

Account management

Customer retention

Prospecting

Presentation

Education

Bachelor's Degree in Sales/Marketing

High School Diploma + 4 years B2B sales

Job description

I. Job Summary

Generates revenue growth by utilizing a consultative selling approach in the retention of current WM customers. Manages existing business relationships 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. This position will require the employee to conduct customer site visits the majority of the week with the rest of the week being work from home.

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.
• Able to identify pertinent Local, County, State, and/or Federal government regulations.
• Responsible for prospecting and closing to achieve budgeted sales goals by developing and implementing sound selling strategies that ensure revenue growth by selling to new customers only.
• Manage prospects by developing sound marketing plans and maintaining key information in the prospect database.
• Reduces lost major accounts by diffusing cancellation requests. Meets or exceeds sales call activity goals for proactive account retention.
• Increases revenue and profitability by executing sound plans on retention calls to improve the customers' service and/or profitability.
• 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.

III. Qualifications

A. Required Qualifications

• Bachelor's Degree (accredited) in Sales/Marketing, or in lieu of bachelor's degree, High School Diploma or GED (accredited) and 4 years in direct business-to-business sales
• 7 years progressive direct business-to-business sales, cold calling, and phone-based prospecting.

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.