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Account Manager - Construction Sales - FL

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WM

1mo ago

  • Job
    Full-time
    Junior Level
  • Customer Relations
    Sales & Business Development
  • Jacksonville

AI generated summary

  • You need a Bachelor’s or 4 years of relevant sales experience, RCRA training, industry knowledge, communication skills, and a focus on sustainability to excel in this role.
  • You will manage B2B relationships, develop proposals, research industry trends, attend networking events, and execute sales strategies to achieve revenue growth while ensuring regulatory compliance.

Requirements

  • 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: 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) required.
  • 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
  • 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

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.

FAQs

What is the primary responsibility of the Account Manager in Construction Sales?

The primary responsibility of the Account Manager is to generate revenue growth by managing existing business relationships and employing a consultative selling approach to retain current customers and secure new contracts.

What type of sales experience is required for this position?

A minimum of 1 year of relevant work experience in direct business-to-business sales and phone-based prospecting is required.

What education qualifications are needed for this role?

A Bachelor's Degree is preferred, but a High School Diploma or GED along with 4 years of relevant work experience can be accepted in lieu of a degree.

Are there any specific certifications required for this position?

Yes, 20 hours of training with the Resource Conservation and Recovery Act (RCRA) is required, along with WM CRA certification.

What skills are essential for success in this role?

Essential skills include a comprehensive understanding of the construction industry, strong business and communication skills, problem-solving abilities, and the capacity to design customized solutions beyond just waste services.

Does the job involve travel?

Yes, the role may involve attending conferences and symposiums which would require travel as part of networking and staying current with industry information.

What tools or software should the Account Manager be familiar with?

The Account Manager should effectively use WM sales productivity software tools such as the Prospect and Customer Database, Proposal Program, and Pricing Tools.

What benefits does WM offer to its employees?

WM offers a competitive total compensation package including Medical, Dental, Vision, Life Insurance, Short-Term Disability, a Stock Purchase Plan, a company match on 401K, Paid Vacation, Holidays, and Personal Days, although benefits may vary by site.

What is the work environment for this position?

The position falls under the Physical Requirements Category of Office and Administrative Support and may involve a combination of office and on-site work.

How does the Account Manager handle customer cancellation requests?

The Account Manager is responsible for diffusing cancellation requests, executing proactive retention strategies, and securing contract commitments through face-to-face interactions.

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WM

Science & Healthcare
Industry
10,001+
Employees

Mission & Purpose

WM is North America's leading provider of integrated environmental solutions. We partner with our customers and communities to manage and reduce waste from collection to disposal while recovering valuable resources and creating clean, renewable energy. We are on a quest for environmental performance, a mission to maximize resource value, while minimizing – and even eliminating – environmental impact so that both our economy and our environment can thrive. WM tailors its services to meet the needs of each customer group and to ensure consistent, superior service at the local level. Headquartered in Houston, the company serves nearly 20 million municipal, commercial, industrial, and residential customers through a network of 367 collection operations, 355 transfer stations, 273 active landfill disposal sites, 16 waste-to-energy plants, 104 recycling plants, and 111 beneficial-use landfill gas projects.