Sr. Construction Sales Account Manager - Baton Rouge or Jackson

divh2Sr. Construction Sales Account Manager/h2pstrongQuick Snapshot/strong 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./ph3Job Summary/h3pGenerates 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./ph3Essential Duties and Responsibilities/h3pTo perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other minor duties may be assigned./pulliManaging business to business sales relationships./liliDeveloping detailed proposals encompassing multiple services./liliResearching aspects of the waste and environmental services business./liliAttending conferences/symposiums as a means of networking and staying current with industry-and market-related information./liliAssignment management./liliBuilding trusting relationships./liliProviding high-impact Communication./liliAble to identify pertinent Local, County, State, and/or Federal government regulations./liliResponsible 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./liliManage prospects by developing sound marketing plans and maintaining key information in the prospect database./liliReduces lost major accounts by diffusing cancellation requests. Meets or exceeds sales call activity goals for proactive account retention./liliIncreases revenue and profitability by executing sound plans on retention calls to improve the customers service and/or profitability./liliMatches 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./liliEffectively use WM sales productivity software tools (i.e. Prospect and Customer Database, Proposal Program, Pricing Tools, etc.)./liliProposes customer solutions that are compliant with appropriate local, state and federal regulations./liliDevising sales approaches and solutions./liliMarshalling resources./liliSales negotiation./liliSales opportunity analysis./li/ulh3Supervisory Responsibilities/h3pThis job has no supervisory duties./ph3Qualifications/h3pThe requirements listed below are representative of the qualifications necessary to perform the job./pulliEducation: Bachelors Degree (accredited), or in lieu of degree, High School Diploma or GED (accredited) and 4 years of relevant work experience./liliExperience: 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)./li/ulh3Other Knowledge, Skills or Abilities Required/h3ulliAbility to convert customer cancellation requests in order to maintain revenue levels, and/or complex negotiations skills required./liliComprehensive understanding of construction industry (phases, materials, waste, etc.)/liliTechniques for identifying and managing new business opportunities/liliTechniques for identifying and responding to objections/liliTechniques for bypassing Gatekeepers/liliUnderstands the competitive landscape in the local area/liliUnderstands Green influences and sustainability/liliAnalyze and solve problems/liliConduct formal presentations/liliAble to design customized solutions that address more than just waste services/liliExcellent business and communication skills/liliUnderstands how to calculate price and amounts such as discounts/liliBasic software and web-based applications/liliActive Learning/liliSales Disposition/liliMotivational Fit/liliSustainability/li/ulh3Work Environment/h3pListed 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: office setting, work from home, and outside / field sales./ph3Benefits/h3pAt Waste Management, 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./p/div