The Sales and Marketing Account Manager is responsible for driving business growth by identifying new sales opportunities, managing client relationships, and implementing marketing strategies. This role involves actively engaging in outside sales to acquire new clients, managing existing accounts to ensure customer satisfaction, and collaborating with the marketing team to develop campaigns that enhance brand visibility. The ideal candidate is a proactive self-starter with excellent communication skills, strong sales acumen, and a passion for building lasting client relationships. The Sales and Marketing Account Manager will cover a territory in central Mississippi. This will be an on-site position reporting to our local office. This position is a combination hunter / farmer, meaning you will be responsible for new business (hunting) as well as retention of existing accounts (farming). However, 50% of your time will be spent hunting and finding new business. Prior outside / field sales experience in a construction setting will be preferred.
I. Job Summary
Generates new revenue by employing effective marketing campaigns and prospecting (50%), while also retaining current Delta Waste Solutions customers by utilizing a consultative selling approach (50%). Manages existing business relationships in order to achieve budgeted sales goals by developing and implementing sound growth and retention strategies, utilizing strong negotiation efforts to preserve business, and securing contract agreements from previously non-contracted customers.
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.
- Generating new business with current and prospective customers.
- Build and maintain a network of sources from which to identify new sales leads.
- Cold calling and prospecting for new business opportunities.
- Developing detailed proposals encompassing multiple services.
- Researching aspects of the waste and environmental services business.
- Attending local events 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.
- Manage prospects by developing sound marketing plans and maintaining key information in the prospect database.
- Maintain and nurture relationships with existing clients to drive retention and upsell opportunities.
- Collaborate with the marketing team to plan and implement effective marketing campaigns.
- Monitor market trends and customer feedback to adjust sales and marketing strategies.
- 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 Delta Waste Solutions services with customer needs by demonstrating knowledge of customers, pricing and competition; effectively communicates pricing and service strategies; proactively engages other Delta Waste Solutions business opportunities, referring internally as appropriate.
- Effectively use Delta Waste Solutions sales productivity software tools.
- Proposes customer solutions that are compliant with appropriate local, state and federal regulations.
- Promote effective and efficient internal communication within the company
- Devising sales approaches and solutions.
- Sales negotiation.
- Sales opportunity analysis.
III. Required Experience, Knowledge, Skills, and Abilities
- Experience: 2 years work experience in direct business-to-business sales, and phone based business-to-business prospecting resulting in successfully obtaining customer appointments, preferably in a construction setting.
- 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
- 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
