Quick Snapshot

The Construction Sales Account Manager (CSAM) will cover a territory in and around Fort Worth, TX. Candidates need to be local to the area. This position is a combo hunter / farmer, meaning you will be responsible for new business (hunting) as well as retention of existing accounts (farming), with a heavy emphasis on hunting (cold calling and prospecting for new business). Prior outside / field sales experience in a construction setting will be preferred.

I. Job Summary
Generates new revenue by cold calling and prospecting (70%), while also retaining current WM customers by utilizing a consultative selling approach (30%). Manages existing business relationships in order 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 CSAM 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.

 

II. Essential Duties and Responsibilities
 

Managing business to business sales relationshipsDeveloping detailed proposals encompassing multiple servicesResearching aspects of the waste and environmental services businessAttending conferences/symposiums as a means of networking and staying current with industry-and market-related informationAssignment managementBuilding trusting relationshipsProviding high-impact CommunicationAble to identify pertinent Local, County, State, and/or Federal government regulationsResponsible 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 onlyManage prospects by developing sound marketing plans and maintaining key information in the prospect databaseReduces lost major accounts by diffusing cancellation requests. Meets or exceeds sales call activity goals for proactive account retentionIncreases revenue and profitability by executing sound plans on retention calls to improve the customers’ service and/or profitabilityMatches 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 appropriateEffectively 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 regulationsDevising sales approaches and solutionsMarshalling resourcesSales negotiationSales opportunity analysis

III. Qualifications 

Required Qualifications 
 

Bachelor's Degree (accredited) or in lieu of degreeHigh School Diploma or GED (accredited) and 4 years of relevant work experience.1 year of relevant work experience in direct business-to-business sales, and phone based business-to-business prospecting resulting in successfully obtaining customer appointments (in addition to education requirement)20 hours of training with Resource Conservation and recovery Act (RCRA)Certifications: WM CRAInvolved in one or more of the following: U.S. green Build council (USGBC), American Institute of Architects (AIA), Associated general Contractors of America (AGC), Building Owners and Managers Association (BOMA), or National Association of Home Builders

Other Knowledge, Skills or Abilities Required
Ability to convert customer cancellation requests in order to maintain revenue levels, and/or complex negotiations skills required. General Competencies Include:

Comprehensive understanding of construction industry (phases, materials, waste, etc).Techniques for identifying and managing new business opportunitiesTechniques for identifying and responding to objectionsTechniques for bypassing "Gatekeepers"Understands the competitive landscape in the local areaUnderstands "Green" influences and sustainabilityAnalyze and solve problemsConduct formal presentationsAble to design customized solutions that address more than just waste servicesExcellent business and communication skillsUnderstands how to calculate price and amounts such as discountsBasic software and web-based applicationsActive LearningSales DispositionMotivational FitSustainability

 

IV. Work Environment
Listed below are key points regarding environmental demands and work environment of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.

 

Normal setting for this job is: outside / field sales visiting local construction sites.

V. Benefits 
At WM, each eligible employee receives a competitive total compensation package including Medical, Dental, Vision, Life Insurance and Short Term Disability. As well as a Stock Purchase Plan, Company match on 401K, and more! Our employees also receive Paid Vacation, Holidays, and Personal Days. Please note that benefits may vary by site. 

 

If this sounds like the opportunity that you have been looking for, please click Apply.

 

#LI-LM1