Regional Account Sales Manager

Position Overview

The Regional Account Sales Manager – 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 — restaurants, grocers, convenience stores, entertainment facilities, and hotels — that require grease trap and interceptor service and that represent whitespace for LES’s 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.

• 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 prospect’s 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.

• 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; elevate service issues to operations as needed.

• 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.

• 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…