Sr Account Manager, Construction Sales

WM; Tempe (AZ); Hybride; USD 75 000 - 110 000; Plein temps

Résumé du poste

WM seeks an Account Manager to drive revenue growth by using a consultative selling approach to retain current customers and manage existing business relationships to meet sales goals.

The role emphasizes saving, securing, and converting by addressing cancellations, educating on contracts, and obtaining commitments during face‑to‑face interactions. The position requires travel to customer sites most of the week and some work-from-home days, creating a hybrid workflow.

Qualifications

• Bachelor's degree in Sales/Marketing or equivalent (accredited) with 4 years B2B sales experience.
• 7 years progressive direct B2B sales, cold calling, and phone-based prospecting.

Responsabilités

• Manage business-to-business sales relationships.
• Develop detailed proposals covering multiple services.
• Research waste and environmental services industries.
• Attend conferences and symposiums for networking and market info.
• Manage assignments and projects.
• Build trusting client relationships.
• Communicate effectively and with impact.
• Identify applicable local, state, and federal regulations.
• Prospect and close to achieve sales goals with new customers.
• Maintain prospect database with marketing plans and key data.
• Reduce lost major accounts by handling cancellation requests.
• Increase revenue through retention calls and improved profitability.
• Align WM services with client needs and communicate pricing strategies.
• Utilize WM sales productivity tools (database, proposals, pricing).
• Propose customer solutions compliant with regulations.

Formation

Bachelor's Degree in Sales/Marketing or equivalent

Description du poste

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.

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

• 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.

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.