Construction Sales Account Manager Tulsa, OK at WM

DescriptionQuick SnapshotThe Construction Sales Account Manager (CSAM) will cover a territory in Tulsa 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 equal time spent on each. Prior outside / field sales experience in a constructionsetting will be preferred.I. Job SummaryGenerates new revenue by cold calling and prospecting (50%) while also retaining current WM customers by utilizing a consultative selling approach (50%). 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 convertby 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 ResponsibilitiesManaging 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 analysisIII. QualificationsRequired QualificationsBachelors 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 BuildersOther Knowledge Skills or Abilities RequiredAbility 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 GatekeepersUnderstands the competitive landscape in the local areaUnderstands Greeninfluences 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 FitSustainabilityIV. Work EnvironmentListed 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 outside / field sales.V. BenefitsAt 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-LM1Required Experience:Manager Key Skills Business Development,Customer Service,Revenue Growth,Product Knowledge,Account Management,CRM,Customer Base,New Customers,Territory,Business Relationships,Sales Goals,Sales Process,Powerpoint,New Clients,Technical Support Employment Type : Full-Time Department / Functional Area: Sales Experience: years Vacancy: 1