Senior Account Manager, Construction Sales

• Generate revenue growth through consultative selling and retention of current WM customers
• Manage existing business relationships to achieve budgeted sales goals
• Develop and implement customer retention strategies
• Negotiate to preserve business and secure contract agreements from previously non-contracted customers
• Handle customer cancellation requests and educate existing customers on contract details
• Obtain customer contract commitments during face-to-face interactions
• Resolve customer service escalations within the defined territory
• Manage business-to-business sales relationships
• Develop detailed proposals covering multiple services
• Research waste and environmental services business topics
• Attend conferences and symposiums for networking and industry knowledge
• Manage assignments and build trusting relationships
• Identify relevant local, county, state, and federal regulations
• Prospect and close sales to achieve budgeted goals
• Manage prospects through marketing plans and prospect database maintenance
• Reduce lost major accounts and achieve proactive account-retention call goals
• Improve customer service and profitability through retention-call plans
• Match WM services to customer needs and communicate pricing and service strategies
• Refer customers to other WM business opportunities when appropriate
• Use WM sales productivity software, including prospect and customer databases, proposal programs, and pricing tools
• Propose customer solutions compliant with local, state, and federal regulations
• Conduct customer site visits most of the week and work from home the remainder of the week

• Bachelor's Degree (accredited) in Sales/Marketing, or High School Diploma or GED (accredited) and 4 years in direct business-to-business sales
• 7 years of progressive direct business-to-business sales, cold calling, and phone-based prospecting in addition to the education requirement
• Prior experience with the construction industry preferred
• Ability to identify relevant local, county, state, and federal government regulations
• Ability to use sales productivity software, including prospect and customer databases, proposal programs, and pricing tools
• Ability to conduct customer site visits the majority of the week
• REAL  TSA-approved alternative required or willingness to obtain one for applicable business travel or federal property access

Demonstrates expertise in consultative selling and customer retention strategies, with a strong focus on managing business-to-business sales relationships and compliance with local, state, and federal regulations. Proficient in utilizing sales productivity software to enhance customer engagement and achieve budgeted sales goals.

• Consultative Selling
• Customer Retention Strategies
• Business-to-Business Sales
• Sales Productivity Software
• Regulatory Compliance

• Direct Business-to-Business Sales
• Cold Calling
• Phone-Based Prospecting
• Proposal Development
• Contract Negotiation
• Customer Service Escalation Resolution
• Account Management
• Sales Goal Achievement
• Market Research
• Customer Site Visits

• Relationship Building
• Negotiation
• Problem Solving
• Communication
• Trust Building

• Bachelor's Degree in Sales/Marketing
• REAL  TSA-Approved Alternative

• Construction Industry
• Waste Management
• Environmental Services
• Local Regulations
• State Regulations
• Federal Regulations

• Sales Productivity Software
• Prospect Database
• Customer Database
• Proposal Programs
• Pricing Tools