Account Manager - Construction Sales
WM · Philadelphia, PA
- On site
- Full-time
- $75,000 / year
- Philadelphia, PA
Job highlights
- Drive revenue growth through consultative selling.
- Manage and retain existing WM customers.
- Handle customer cancellations and escalations.
- Develop sales strategies for new customers.
- Utilize sales productivity software effectively.
About the role
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 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.
Essential Duties and Responsibilities
- 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
Qualifications
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
Preferred Qualifications
Physical Requirements
This job primarily operates in a professional office environment and routinely requires the use of standard office equipment such as computers, phones, copy machines, etc. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of the job.
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.
Key skills/competency
- Account Management
- Business-to-Business Sales
- Consultative Selling
- Sales Negotiation
- Customer Retention
- Revenue Growth
- Sales Strategy
- Prospecting
- Relationship Building
- Sales Productivity Software
Skills & topics
- Account Manager
- Sales
- Construction Sales
- Business Development
- Customer Relationship Management
- B2B Sales
- Revenue Growth
- Sales Strategy
- Negotiation
- Waste Management
How to get hired
- Customize your resume: Highlight your B2B sales experience, account management achievements, and any construction industry knowledge.
- Tailor your application: Emphasize your consultative selling approach and ability to build trusting relationships with clients.
- Prepare for interviews: Be ready to discuss your sales strategies, negotiation tactics, and how you handle customer escalations.
- Showcase industry knowledge: Demonstrate understanding of waste and environmental services, and relevant regulations.
Technical preparation
Behavioral questions
Frequently asked questions
- What are the minimum education requirements for the Account Manager - Construction Sales role at WM?
- The Account Manager - Construction Sales position at WM requires a Bachelor's Degree or a High School Diploma/GED with 4 years of relevant work experience. Additionally, 1 year of direct business-to-business sales and phone-based prospecting experience is necessary.
- Is RCRA training required for the Account Manager role at WM?
- Yes, the Account Manager - Construction Sales position at WM requires 20 hours of training with the Resource Conservation and Recovery Act (RCRA).
- What industry organizations are relevant for the Account Manager - Construction Sales job at WM?
- For the Account Manager - Construction Sales role at WM, involvement in organizations such as the 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 is preferred.
- What type of sales approach is expected for this Account Manager position?
- The Account Manager - Construction Sales role at WM emphasizes a consultative selling approach, focusing on understanding customer needs and providing solutions while also driving revenue growth and retaining existing business.
- Does WM offer benefits for this Account Manager role?
- Yes, WM offers a competitive total compensation package including Medical, Dental, Vision, Life Insurance, Short Term Disability, Stock Purchase Plan, and a 401K match, along with Paid Vacation, Holidays, and Personal Days.
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