Senior Account Manager

Position Purpose:

Identifies, develops, and executes long-term, integrated industrial / municipal contracts for ACTenviro, meeting targets for business type, risk profile and pricing. Maintains a sufficient balance of prospects in the pipeline to ensure continuity of sales.

Primary Duties/Responsibilities:

• Leads the sales process, with support as necessary, by seeking business opportunities by
• interviewing customers, other suppliers, and colleagues in other regions.
• Researches the customer and partners of the customer and identifies the decision makers, procurement processes, and any history they may have had with ACTenviro.
• Interprets customer requirements and determines which products best meet those requirements.
• Recommends new products and applications for emerging developments in respective market segments. Works with ACTenviro Sales and Operations to adapt existing products to market needs.
• Prepares and makes sales presentations focusing on value to customers. Coordinates visits from ACTenviro technical staff and upper-level management to customers where necessary. Arranges customer visits to ACTenviro facilities and in-house installation demonstrations.
• Works with customer engineering/technical staff to get actual specifications, ensuring that the needs and expectations of the customer are clarified and communicated.
• Manages and participates in proposal preparation, pricing, and presentations to customers. Conducts proposal meetings, assign tasks, and set deadlines, tracks progress, communicates and compiles information from involved departments and ensures that customer requirements and deadlines are met.
• Automated processes where possible and ensure that historical data can be recaptured and utilized for future proposals where appropriate.
• Leads negotiation with the customer including preparation of agreements and possible structuring of financing solutions. Maintains a close liaison with other members in the ACTenviro team including operations, finance, legal, insurance, risk management, etc.
• Maintains current business development database. Prepares monthly reports and internal memos in a timely manner, to communicate and outline opportunities, to take corrective actions to resolve issues before they become problems and to assist with forecasting.
• Keeps abreast of new products, specifications, and industry trends, competitor strengths and weaknesses and communicates new information to colleagues. Attends industry sponsored trade shows and seminars. Communicates potential opportunities to other ACTenviro locations and business units.

Work Environment:

• Spends most of time in an office environment.
• Spends 50% of time in customer office locations.
• Spends 30% of time coordinating sales activities in market area.
• Travels 65 – 75% of the time.
• Possible Work Hazards: May be exposed to possible operations hazards including dust, fumes, toxic and caustic chemicals, rotating machinery, high pressure, hot or cold work temperatures, slippery surfaces, water, and electrical hazards.

Education/Experience

• Experience with long sales cycles or cyclical projects
• Valid driver’s license
• 40-hour HAZWOPER certification preferred
• Typically, has at least ten years progressive sales experience in a related field with a proven track record and demonstrated aptitude with complex business transactions, pricing and project finance, financial models, and spreadsheets. Demonstrates effective technical and proposal writing.

Knowledge/Skills/Abilities:

• Ability to review, comprehend and negotiate complex legal contracts (with Attorney support).
• Knowledge of the operation of give specifics here – types of plants – types of projects.
• Knowledge of ACTenviro business, services offered, capabilities and inter-relationship with other divisions in the ACTenviro Group.
• Knowledge of potential customers in the target markets within geographical focus area with a network and relationships with potential customers, national trade organizations, engineering and construction firms, equipment vendors, financiers.
• Knowledge of competitors in target markets, together with an appreciation of their strategies, strengths, and weaknesses.
• Knowledge of assigned markets, prices, legislation, suppliers, influences, contract.
• structures.
• Demonstrated understanding of internal economic factors (cost, margins, profit impact of decisions) and external economic factors affecting assignment areas.
• Demonstrates effective project planning and organizational skills and effective use of time and resources to accomplish work and ability to meet deadlines.
• Demonstrated ability to prepare accurate, timely, effective, complete, and easily understood written communications, reports and presentations for management, clients, and the general public.
• Demonstrates a high level of interpersonal, verbal, persuasion, presentation, and relationship building skills to effectively communicate with all levels of internal and external contacts.
• Ability to modify communication and presentation style to relate to a variety of people and personalities.
• Must be proficient in the use of word processing, spreadsheet, and presentation software.
• Demonstrated commitment to compliance with applicable laws and regulations, the Company’s Code of Business Conduct and other Company policies and procedures.
• Must demonstrate ability to work in a team environment and willingness to assume additional or new responsibilities readily.

Physical Requirements:

• Amount of time spent – Standing 25%, Sitting 50%, Walking 25%.
• While performing the duties of this job, the employee is regularly required to use hands to finger, handle, or feel; reach with hands and arms; and talk or hear.
• Is occasionally required to stoop, kneel, or crouch and enter confined spaces.
• May be required to use stairs. ladders, catwalks and supports at heights of 50 feet above the ground.
• May occasionally lift and/or move up to 50 pounds.