Construction Sales Account Manager - Fort Worth, TX

Construction Sales Account Manager

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.

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.

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

Required Qualifications

Bachelor's Degree (accredited) or in lieu of degree

High 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 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

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

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.

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.

Equal Opportunity Employer: Minority/Female/Disability/Veteran