Company DescriptionClean Earth is a leading provider of environmental services in the United States providing remediation, disposal, recycling, and beneficial reuse solutions for hazardous and non-hazardous waste, contaminated soil, and dredged material. Our vast portfolio of technologies and services touches nearly every industry that generates waste including energy, infrastructure, commercial, industrial, retail, and healthcare markets.Every day our teams across the country take a hands-on, dedicated approach to recycling and beneficially reusing waste that would otherwise go into landfills. We value our employees as our most important asset, and this is reflected in many areas across our company including recently being named a 2024 Most Loved Workplace . We are committed to creating a positive work culture that fosters growth and development while ensuring the health and safety of our employees.Job DescriptionJob DescriptionThe Regional Account Manager will be responsible for expanding the Company's business within pre-assigned territories. This position is accountable for achieving sales goals through the acquisition and development of new customers and expansion of the product line within the existing customer base.Develop and target regional accounts and prospects in conjunction with the Director of Sales to achieve contract, revenue growth, account milestone objectives, and activity expectations within an assigned account/geography.Primary Responsibilities (Essential Functions)
- Maintains current customers and acquires new customers by meeting or exceeding goals for territory revenue, growth objectives, account retention and customer service functions via telephone and periodic sales calls and presentations. This interaction includes the entire sales cycle from prospecting, maintenance, proposals, contracts, price increases, cancellations and contract renewals.
- Builds relationships with current customers while growing the revenue and profits through service changes and price increases.
- Communicates regulatory compliance issues to customers.
- Implements sales strategies to maximize revenue and profits through maintenance and penetration of existing customers.
- Resolve problems and coordinate customer needs with Field Operations and/or Customer Service group.
- Works as liaison between customers and accounts payable department for collection of receivables when requested.
- Assists with coordination and implementation of Regional and National account sales activities.
- Sell in a highly consultative manner, with ability to articulate the company value-proposition and the benefits of working with Clean Earth brand over other traditional waste services companies and direct competition.
- Creates presentations for key sales customers and prospects.
- Coordinate the development of sales objectives, territory and account selling strategies and ensures their execution.
- Completes territory routing plans, territory forecasts and customer business reviews.
- Develop account specific strategies and plans -- and execute against those plans -- to win national and regional in the manufacturing and industrial market space.
- Provide management with information used to evaluate regional & national opportunities.
- Promotes customer brand loyalty by participating in or joining regional/national professional organizations that serve the regional marketplace and/or consumers.
- Make daily calls on new prospects within the targeted territory geography, along with identifying leads via a variety of internet websites, networking, key vendors and peers within local and national organizations.
- Monitor and communicate sales performance against goals through approved performance metrics.
- This is a combined hunter and farmer sales position, managing a BOB while driving territory growth through new business prospects.
- Perform other reasonably related tasks as assigned by management.
QualificationsBasic Required Qualifications:
- Bachelor's degree in business, Sciences, Marketing or Management.
- 3+ years' experience in outside sales & selling outsourced services to the manufacturing and industrial market or related industries.
- 5+ Years of sales experience manage multiple accounts.
Preferred Qualifications:
- Knowledge of RCRA, DOT, DEA regulatory environment preferred.
- Similar background/experience within waste management/environmental services.
- Proficiency in Microsoft Word, Excel and PowerPoint, Salesforce.
- Experience in managing a territory while demonstrating a proven track record of sales success achieving or exceeding aggressive growth targets and sales quotas.
- Self-directed with the ability to work on multiple projects with competing priorities and deadlines.
- Demonstrates established relationships or the ability to rapidly establish relationships within the C-level, Regulatory Affairs, Quality, Procurement, Supply Chain, Operations and Marketing functions within the retail industry.
- Demonstrates established relationships or the ability to rapidly establish relationships within the Environmental Health and Safety, Regulatory Affairs, Quality, Procurement, Supply Chain, Operations and Marketing functions within the manufacturing industry.
- Up to 50% travel by car to customers within territory & possible overnight & weekend travel.
- Must own reliable automobile, have valid driver's license and maintain minimum required automobile insurance coverage.
Additional InformationAll your information will be kept confidential according to EEO guidelines.We offer competitive benefits, including health, dental and vision insurance, life insurance and disability plans, as well as a 401k with company matching.We provide equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status or genetics. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.If you have a difficulty applying for any job posted on Harsco Clean Earth's website because a disability prevents you from using the online system, Clean Earth offers the following alternate application procedure: Contact Yolanda Spruill, HR Generalist - 215-###-#### and Clean Earth will arrange for an alternate method of applying and will consider your application together with all other applications received for the job. Please call only for disability application.