Account Manager, Construction Sales (Milwaukee/Madison, WI)

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 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.

This position will require the employee to reside in the greater Milwaukee, WI or Madison, WI areas based on the hybrid nature of this role. The candidate will report to an office and conduct frequent customer-site visits.

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 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 customer 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.
• Conducts customer site visits.

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. Must live and work in the US.

A. Education and Experience
Education: Bachelor's Degree (accredited) or in lieu of degree, High School Diploma or GED (accredited) and 4-years sales experience.

Experience: 1 year work experience (in addition to education requirement) in direct business-to-business sales, and phone based business-to-business prospecting resulting in successfully obtaining customer appointments

B. Certificates, Licenses, Registrations or Other Requirements
Must have clean driving record.

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. General Competencies Include:
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
Excellent business and communication skills
Understands how to calculate price and amounts such as discounts
Basic software and web-based applications
Active Learning
Sales Disposition
Motivational Fit
Sustainability

V. Work Environment
Listed 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 an office setting and/or outside sales.

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."