Industrial Account Executive - North Carolina

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.

 

Quick Snapshot

The Industrial Account Executive (IAE) will cover our North Carolina territory, which will include cities like Charlotte, Asheville, and Raleigh, NC.  The territory will cover the entire state. This will be a hybrid / remote position and candidates should be local to the area. This position is a combo hunter / farmer, meaning you will be responsible for new business as well as retention of existing accounts. Prior outside / field sales experience in an industrial setting will be preferred, with emphasis on technical and hazardous / special waste sales experience.

I. Job Summary

Presents the full line of WM services to prospective WM customers or assigned area of responsibility. Manages existing revenues and develops revenue opportunities within an established geographical territory. Meets or exceeds individual sales goals for new business with industrial and hazardous waste customers.
 

II. Essential Duties and Responsibilities

• Effectively establishes, coordinates and cultivates relationships with internal and external customers.  Interacts and works cohesively with the other industrial sales team members as well as partners with the collection (hauling) and post collection (disposal) operational teams at WM within the defined territory.
   
• Achieves or exceeds budgeted revenue goals for new business with industrial and hazardous waste customers in assigned sales territory.  Annual revenue managed +/- $20M annually. 
   
• Maintains existing base business; identify new waste streams and new base business customers. Targets base/continuous customers such as refineries, industrial processing/manufacturing facilities and wastewater treatment facilities as well as event/one-time business disposal opportunities such as securing remediation soil, volume derived from the demolition of structures and asbestos abatement activities. 
   
• Identifies local market dynamics and defines/implements basic countermeasures to offset competitive campaigns, pricing deterioration, and/or changes to regulatory drivers. 
   
• Develops and implements comprehensive sales strategy for assigned territory in conjunction with division sales plan and goals.
   
• Drives pre-tax profits through innovative pricing and contracting strategies.
   
• Works in tandem with Technical Service Representatives to assist customers in every aspect of waste disposal process.  This includes but is not limited to: waste profiling, proposal preparation, pricing, contracting, and providing regulatory updates.
   
• Demonstrates a working knowledge of industrial and hazardous waste regulations (RCRA, TSCA, CERCLA).
   
• Demonstrates superior sales, organizational and negotiating skills.
   
• Assists in collecting receivables within contracted period. 
   
• Communicates competitive and market information to management to assist in business unit planning and strategies.
   
• Maintains firm adherence to the management and control of confidential information.
   
• Provides monthly sales reports, sales leads and expenses on a timely basis.
   
• Attends industrial sales meetings and training classes as deemed appropriate.
   
• Performs special projects and other tasks as assigned by the Industrial Sales Manager.

 

III. 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, or High School Diploma or GED (accredited) and 5 years of relevant work experience required.

 

Experience: 3 years of…

Industrial or hazardous waste sales work experience (in addition to education requirement) (preferred)

or

Project Management/business development experience in heavy civil construction (preferred)

or

Processing/manufacturing segment (preferred)

or

Environmental Consulting (preferred)

 

B. Certificates, Licenses, Registrations or Other Requirements

CHMM or equivalent preferred.

 

C. Other Knowledge, Skills or Abilities Required

• Knowledge of hazardous waste requirements, and DOT regulations required. Excellent oral and written skills required.  Must be self-motivated and possess excellent organizational skills.
   
• REASONING ABILITY: Ability to define problems,