Regional Account Sales Manager

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 out position 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 skills.
• Self‑motivated,…