As an EEO/Affirmative Action Employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, or veteran status.
Quick Snapshot
The Sr. Construction Sales Account Manager (Sr. CSAM) will cover our South Louisiana territory, and will include Baton Rouge, Lafayette, Lake Charles, and New Orleans. This will be a hybrid / remote position, with occasional visits to a local office. This position is a combo hunter / farmer, meaning you will be responsible for new business (hunting) as well as retention of existing accounts (farming). Prior outside / field sales experience in a construction setting will be preferred, with an emphasis on developing relationships with major industrial customers in the area.
I. Job Summary
Generates revenue growth by utilizing a consultative selling approach in the retention of current WM customers. 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 Sr. 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
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other minor duties may be assigned.
- 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.
- 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.
- Devising sales approaches and solutions.
- Marshalling resources.
- Sales negotiation.
- Sales opportunity analysis.
III. Supervisory Responsibilities
This job has no supervisory duties.
IV. Qualifications
The requirements listed below are representative of the qualifications necessary to perform the job.
A. Education and Experience
- Education: Bachelor’s Degree (accredited), or in lieu of degree, High School Diploma or GED (accredited) and 4 years of relevant work experience.
- Experience: Three years 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).
B. Certificates, Licenses, Registrations or Other Requirements
- 20 hours of training with Resource Conservation and recovery Act (RCRA)
- Certifications: WM CRA
- Involved 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
C. Other Knowledge, Skills or Abilities Required
- Ability to convert customer cancellation requests in order to maintain revenue levels, and/or complex negotiations skills required.
- Comprehensive understanding of construction industry (phases, materials, waste, etc.)
- Techniques for identifying and managing new business opportunities
- Techniques for identifying and responding to objections
- Techniques for bypassing “Gatekeepers”
- Understands the competitive landscape in the local area
- Understands “Green” influences and sustainability
- Analyze and solve problems
- Conduct formal presentations
- Able to design customized solutions that address more than just waste services
- Excellent business and communication skills
- Understands how to calculate price and amounts such as discounts
- Basic software and web-based applications
- Active Learning
- Sales Disposition
- Motivational Fit
- Sustainability
V. 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: office setting, work from home, and outside / field sales
VI. Benefits
You’ll receive a top-notch benefits package, including Medical, Dental, Vision, Life Insurance and Short and Long Term Disability. We have a great Employee Stock Purchase Program (ESPP), a fantastic company match on 401K (4.5% with NO vesting period), generous vacation time, and go back to school for free with the Your Tomorrow education benefit!
If this sounds like the opportunity that you have been looking for, please click "Apply.”
ABOUT WM WM (WM.com) is North America’s largest comprehensive waste management environmental solutions provider. Previously known as Waste Management and based in Houston, Texas, WM is driven by commitments to put people first and achieve success with integrity. The company, through its subsidiaries, provides collection, recycling and disposal services to millions of residential, commercial, industrial and municipal customers throughout the U.S. and Canada. With innovative infrastructure and capabilities in recycling, organics and renewable energy, WM provides environmental solutions to and collaborates with its customers in helping them achieve their sustainability goals. WM has the largest disposal network and collection fleet in North America, is the largest recycler of post-consumer materials and is the leader in beneficial reuse of landfill gas, with a growing network of renewable natural gas plants and the most gas-to-electricity plants in North America. WM’s fleet includes nearly 11,000 natural gas trucks – the largest heavy-duty natural gas truck fleet of its kind in North America – where more than half are fueled by renewable natural gas. To learn more about WM and the company’s sustainability progress and solutions, visit Sustainability.WM.com.
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