Manager, Key Customer Accounts

Arcwood Environmental provides responsible waste management and environmental solutions for organizations across the United States. The Manager, Key Customer Accounts role sells and maintains corporate customer accounts, develops sales opportunities, strengthens customer relationships, and partners across sales and operational teams to expand business and deliver sustainability solutions.

Responsibilities:

• Prioritizes health and safety by adhering to policies, processes, and maintaining safe practices at all times
• Partners with Regional Sales organizations to call on corporate EHS, product lines, purchasing professionals and technical buyers to procure an understanding of both local and corporate-wide needs; works with Sales team to satisfy the local customer location needs
• Calls on divisional, regional and corporate executives to develop a broad range of professional services opportunities (expected target of $25-45 million per year) and builds strong relationships with customers to protect current business while hunting to expand share of wallet at current customers and win new logos for Arcwood
• Partners with Sales, Marketing and other Corporate Account Managers to create a more focused approach to sales including account targeting, developing tactical plans, proposal offerings and contract creation within the Company's current and new targeted customers priority segments
• Utilizes strong negotiation skills during the execution of agreements and service offerings
• Manages business support staff to maintain appropriate scheduling, proposal preparation, timely responses to customer questions and complaints and assures all are satisfactorily addressed
• Cultivates positive relations for the Company through participation in community and government activities; serves on related committees as appropriate
• Remains updated on all competitors' offerings, including products and services
• Trains, coaches, mentors and develops Account Managers to ensure reliable and continuous performance in accordance with the talent strategy, succession plan, and partnering program
• Develops professional presentations for distribution to our customer's senior executives
• Acts as a leader within the Company, utilizing their vast experience and knowledge to impact growth and management of the profitability of the organization
• Serves as a liaison between Sales, Operations, Customer Service and our customers
• Attends and participates in Sales meetings and training programs; represents Company at trade shows and conventions, Chamber of Commerce and other trade and professional associations
• Stays informed on major environmental regulatory changes and industry trends as well as competitive conditions to work with customers and to develop customer solutions as needed, requested or identified
• Develops and achieves established annual sales revenues budget within prioritized customer segments
• Collaborates with Arcwood assets and partners to meet customer sustainability initiatives through innovative solutions
• Prepares, submits, and interprets periodic reporting on activities, sales volume and expenses; manages and controls sales expenses and ensures the timely submission of business expenses
• Maintains the ability to travel up to 50% of the time, with overnight stays required
• Takes on additional duties as assigned to support the team and organization

Requirements:

• • Bachelor's degree (required)
• • 6+ years of general business, sales or account management experience, including 3+ years in the environmental industry / business development (required) -OR-
• • In lieu of industry experience, 15+ years of general business sales or account management experience (required)
• • Maintains the ability to travel up to 50% of the time, with overnight stays required
• • MBA or similar advanced degree (preferred)