WM

Account Manager – Construction Sales

WM

full-time

Posted on:

Location Type: Hybrid

Location: Miami • Florida • 🇺🇸 United States

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Job Level

Junior

About the role

  • 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.
  • Handles all customer cancellation requests, providing ongoing education of contract details to existing customers.
  • Obtains customer contract commitments during face-to-face interactions.
  • Resolves all escalations for customer service within the defined territory.
  • 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.
  • Building trusting relationships.
  • Providing high-impact communication.
  • 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.
  • Manages prospects by developing sound marketing plans and maintaining key information in the prospect database.
  • Reduces lost major accounts by diffusing cancellation requests.
  • 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.
  • Sales negotiation.

Requirements

  • 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.
  • 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.
  • 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.
  • Basic software and web-based applications.
  • Active Learning.
  • Sales Disposition.
  • Motivational Fit.
  • Sustainability.
Benefits
  • At WM, each eligible employee receives a competitive total compensation package including Medical, Dental, Vision, Life Insurance and Short Term Disability.
  • Stock Purchase Plan
  • Company match on 401K
  • Paid Vacation
  • Holidays
  • Personal Days

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
business-to-business salesprospectingsales negotiationcustomer relationship managementproposal developmentcontract managementsales strategy developmentmarket analysisobjection handlingsolution design
Soft skills
consultative sellingnegotiationcommunicationrelationship buildingproblem solvingpresentation skillsactive learningmotivational fitsales dispositioncustomer service
Certifications
Bachelor's DegreeHigh School DiplomaGEDWM CRARCRA training