Strategic Account Manager
Position Summary:
The Strategic Account Manager fosters and maintains relationships with new and existing business accounts by delivering excellent account management, providing innovative solutions to solve unique business needs, and identifying service enhancements for customers that increases customer loyalty, retains long-term business, and provides opportunities for increased sales growth.
Key Responsibilities:
- Maintains positive client relationships with key decision makers and manages pricing, service changes and contract renewal and negotiation process to deliver maximized value for the customer and profitability for Casella.
- Effectively communicates and exchanges account information between all Casella operating entities.
- Provides primary point of contact for customer and collaborates with client services team to ensure all inquiries and requests are resolved and customer satisfaction goals are achieved.
- Develops and executes a strategic plan and implements innovative new solutions to maximize the customers value to customer and Casella.
- Provides opportunities to implement continuous improvements to customer programs and identifies cross selling opportunities for other Casella lines of business.
- Conducts business reviews with customers to develop insights on Casella programs and track continuous improvement efforts to create new and value addedprograms to meet customer needs.
- Cultivates and maintains pipeline of new business opportunities that contribute to company’s long-term business growth strategies.
- Analyzes account activities and business development performance within the customer relationship management (CRM) system and makes recommendations based on data results.
- Fosters collaborative relationships company-wide to identify innovative solutions to customer business needs and ensure the delivery of comprehensive services to customers.
- Communicates monthly profit and loss (P&L) impacts by customer account according to budgeting and forecasting projections.
- Participates in training and other learning opportunities to expand knowledge of the company, products, sales, and services and performs any other duties needed to help drive our vision, fulfill our mission, and/or abide by our core values.
Career Path Definitions & Distinctions
Manager: Has 5-7 years of progressively complex experience developing customized business solutions for existing customers sales markets and generating new business opportunities. Demonstrates a solid foundation of knowledge in Casella’s business products and services as well as client relationship management.Effectively manages business accounts to create sales opportunities and expand the company’s reach.
Senior Manager: Has a minimum of 8-10 years of progressively complex experience developing sales accounts and generating new business opportunities. Demonstrates solid ability to synthesize client needs with a variety of Casella’s business products and services to create a coherent business strategy.
Education, Experience & Qualifications:
The successful candidate will have a bachelor’s degree or equivalent experience with a minimum of 5-7 years’ experience in “business to business” sales and a history of succeeding in collaborative work environments. Relevant sales certifications and experience in environmental and/or sustainability industry is preferred.Candidates must be legally eligible to work in the United States, possess a valid driver’s license, and have the ability to travel 60% of the time with periodic overnight travel.
Strong interpersonal, selling, and negotiation skills along with excellent verbal, written, analytical and formal presentation skills are required. Demonstrated track record of sales success with the ability to qualify, develop, and manage business opportunities is key.Demonstrated proficiency with Microsoft Office applications is required.
Attributes:
Outgoing, customer-focused individual who has the ability to see the larger picture while focusing on detailed information and is adept at building and maintaining relationships, developing trust, and achieving business and sales results.