Construction Sales Account Manager at Waste Management

Sterling, VA 22170

About the Job

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.

Being number one means WM invests in our Sales teams success by providing access to state-of-the-art systems and processes, industry-leading services and the best leadership in the business. Our exceptional sales professionals help deliver satisfaction to our clients throughout North America. If you are passionate about helping others and seeking challenging and interesting employment, apply today!

I. Job Summary

This position is a hybrid position, candidates are required to be located within the sales market area of either Alexandria, VA, Gaithersburg, MD or Washington, DC.

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 Account Manager 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 only.

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 sales experience.

Experience: 1 year work experience (in addition to education requirement) in direct business-to-business sales, and phone based business-to-business prospecting resulting in successfully obtaining customer appointments

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 Builder.

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. General Competencies Include:

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 and/or outside sales.

The expected base pay range for this position across the U.S. is $53,600-$60,000. This range represents a good faith estimate for this position. The specific salary offered to a successful candidate may be influenced by a variety of factors including the candidate’s relevant experience, education, training, certifications, qualifications, and work location. In addition, this position is eligible for commission.

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."