Sr. Construction Sales Account Manager - Baton Rouge or Jackson

Quick Snapshot
The Sr. Construction Sales Account Manager (Sr. CSAM) can either be based in Baton Rouge, LA or Jackson, MS. This will be a hybrid / work-from-home position, with occasional visits to a local office. This position is a combo hunter / farmer, meaning you will be responsible for new business (hunting) as well as retention of existing accounts (farming). Prior outside / field sales experience in a construction setting will be preferred.

I. 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 Sr. 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.

II. Essential Duties and Responsibilities 
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other minor duties may be assigned. 

• 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.
• 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.

III. Supervisory Responsibilities
This job has no supervisory duties.

IV. 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, High School Diploma or GED (accredited) and 4 years of relevant work experience.
• Experience: Three years 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).

B. Certificates, Licenses, Registrations or Other Requirements

• 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

C. Other Knowledge, Skills or Abilities Required

• Ability to convert customer cancellation requests in order to maintain revenue levels, and/or complex negotiations skills required.
• 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 “Gateke