Clean Harbors
Corporate Account Manager
Norwell, MA | $98K - $151K
Qualifications
- Bachelor's Degree with a preference toward those in Sales, Marketing, Business, or related fields
- Minimum 10 years relevant sales experience, as high level "C" sales development and management or combination of relevant experience in the industry
- Verifiable successful track record of multi-million-dollar annual quota attainment
- Demonstrated tact, discretion, and sound business judgment
- Senior-level experience in overseeing multiple states, locals, and customers in the industry; in-depth understanding of industry drivers
- Ability to influence and cultivate strong internal relationships and develop sales support resources
- Strong negotiation and persuasion skills, with ability follow-through on client contracts
- An enthusiastic and polished people-person exceptional interpersonal skills; demonstrated ability to navigate complexity and ambiguity
- Tireless, high-energy professional with a bold and innovative flair
- Strong executive presence, polish, and political savvy with mature commercial acumen
- A strategic thinker with excellent verbal and written communication skills; listener and presenter able to communicate effectively (both written and verbal) and influence all C suite buyers
- Able to multitask, prioritize, and manage time efficiently
- Strong computer skills, and experience with CRM software and the Microsoft Office Suite, with emphasis on superior Excel skills
- Self-starter and autonomous goal achiever that brings cross-functional teams together to deliver profitable revenue results
- Strategic and Conceptual selling expert
- Adept analytical skills and project planning/management experience
- Comfortability working in a matrixed environment
- Ability to travel 40-60%
- Develop and advance a solid and trusting relationship between major key clients and the Company, mapping client organizations and focusing on decision makers with varying buyer motivations
- Develop a complete understanding of a Corporate Account's needs, understand market drivers and forces, ensure appropriate service and/or product delivery and pricing, and communicate concisely and effectively to achieve mutual goals
- Deepen existing business relationships by continuing to increase the Account's satisfaction with ownership of contractual service requirements, follow up with service delivery and deliver ever-improving customer service
- Understand account profitability, value, and potential to inform strategy that maximizes profit, increases market share, and keeps the Company as the provider of choice
Responsibilities
- Our Corporate Account Managers are charged with handling our most crucial clients, are responsible for all aspects of the Corporate Account strategy, from the strategic vision to the execution of critical programs that develop and deepen our relationships with a Corporate Account
- A producer with a demonstrated track record of identifying, creating, and closing deals, and ultimately building a business
- Develop and implement strategic sales plans for Corporate Accounts to support the Company in achieving profitable revenue growth (e.g., detailed revenue potential estimates for all sites, analysis of decision process and key players, understanding our critical stakeholders, and weekly plans for activity and revenue growth for each account)
- Use insight and consultative selling techniques to coach customer stakeholders and build consensus for Clean Harbors/Safety-Kleen's solutions within their organization
- Anticipate the Corporate Account's changes, adjusting and adapting accordingly
- Manage communications between key stakeholders and internal teams
- Negotiate contracts with the Corporate Account, establish a timeline of performance and deliver predictable results
- Establish and oversee internal budgets with the Company and external budgets with the Corporate Account
- Plan and present reports on each Account's progress, goals, and quarterly initiatives; Utilize executive presence and influence to drive consensus and bias-to-action with internal and external
- Meet all Account's needs and deliverables according to proposed timelines, contracts, and agreements
- Proactively resolve key customer issues and complaints
- Analyze customer data, working cross-functionally with support teams, to deepen customer relationship management through valuable insights and action plans
- Customer Relationship Management: Cultivate and advance relationships with internal and external stakeholders to define and deliver program goals that maximize profitable revenue and make the Company an indispensable partner to each assigned Corporate Account
- Establish and Execute Effective Sales Strategies: Identify opportunities across the Corporate Account to expand share of wallet, identify and penetrate new opportunities and leads, negotiate contracts and persuade senior stakeholders, and align resources and communications that deliver sustainable and sticky profitable revenue
Benefits
- Competitive wages
- Comprehensive health benefits coverage after 30 days of full-time employment
- Group 401K/RRSP with company matching component
- Generous paid time off, company paid training and tuition reimbursement
- Positive and safe work environments
- Opportunities for growth and development for all the stages of your career
- 10,001+ employees
- Construction, Healthcare Services, Oil & Gas Exploration & Production, Energy, Oil & Gas, Oil and Gas, Industrial Machinery & Equipment, Industrial Machinery, Construction & Engineering, Chemicals
- Public Company
- Founded: 1980
- Last round: Post IPO equity
- Last round: US$ 375.0K
- Norwell, MA
- Company Specialties:
Waste Disposal, Recycling Services, Chemical Packing, Field Services, Industrial & Speciality Industrial Services, Transformer Services, Oil & Gas Field Services, Parts Cleaning Services, Household Hazardous Waste, and Emergency Response
Company information
Clean Harbors is the leading provider of environmental, energy and industrial services and largest hazardous waste disposal company in North America. The Company serves a diverse customer base, including a majority of the Fortune 500 companies, thousands of smaller private entities and numerous federal, state, provincial and local governmental agencies. The Company provides a broad range of hazardous material management and disposal services including the collection, packaging, transportation, recycling, treatment and disposal of hazardous and non-hazardous waste. It also provides a wide variety of environmental cleanup services on customer sites or other locations on a scheduled or emergency response basis. The Company provides industrial and specialty services, such as high-pressure and chemical cleaning, pigging and decoking, material processing and industrial lodging services to refineries, chemical plants, pulp and paper mills, and other industrial facilities. It also provides exploration, surface rentals, solids control, and environmental services to the energy sector serving oil and gas exploration, production, and power generation. Safety-Kleen, a subsidiary of Clean Harbors, provides used oil recycling and re-refining, parts washers and environmental solutions company for small quantity waste generators supported by the world's largest re-refining capabilities to convert used oil into base and blended lube oils.
