THE OPPORTUNITY:
Clean Harbors is seeking a Regional Account Manager to support the Retail Market
Segment across the Central United States as part of the Technical Services
Regional Account Sales team. This role is responsible for developing and growing
strategic relationships with regional retail customers while expanding Clean
Harbors' market presence throughout an assigned territory including strategic
vision and execution of critical programs that develop and deepen our
relationships within regional retail customers. The Regional Account Manager
will identify new business opportunities, expand existing customer
relationships, increase share of wallet, and position Clean Harbors as the
preferred environmental services partner across all aspects of a retail
customer’s operations.
Applicants may live anywhere in the US and should be no more than one hour
from a major Airport
Why work for Clean Harbors?
Health and Safety is our #1 priority, and we live it 3-6-5!
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
RESPONSIBILITIES
Key Responsibilities:
Ensuring that Health and Safety is the number one priority by complying with
all safe work practices, policies, and processes and always acting in a safe
manner.
Develop and implement strategic sales plans for Regional Accounts to support
the Company in achieving profitable revenue growth (e.g., detailed revenue
potential estimates for all sites, analysis of decision processes and key
players, understanding our critical stakeholders, and weekly plans for
activity and revenue growth for each account).
Leverage professional network, current client relationships, and prospect
leads to develop new business opportunities.
Develop and advance a solid and trusting relationship between clients and the
company, mapping client organizations and focusing on decision makers with
varying buyer motivations.
Develop a complete understanding of a Regional 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.
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 Regional Account’s changes, adjusting and adapting
accordingly.
Manage communications between business stakeholders and internal teams.
Negotiate contracts with the Regional Account, establish a timeline of
performance, and deliver predictable results.
Establish and oversee internal budgets with the company and external budgets
with the Regional 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 customer issues and complaints.
Analyze customer data, working cross-functionally with support teams, deepen
customer relationship management through valuable insights and action plans.
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.
QUALIFICATIONS
Key Priorities:
Regional Business Development
Develop and execute growth plans for assigned regional retail customers.
Develop a deep understanding of customer operations and identify new
opportunities across service lines to better support their business.
Expand share of wallet by introducing additional Clean Harbors service
lines.
Develop new regional retail prospects and convert them into long-term
customers.
Customer Relationship Management
Build relationships with corporate, regional, and field-level decision
makers.
Conduct regular business reviews with assigned customers.
Develop customer account plans identifying growth opportunities and strategic
priorities.
Maintain high customer satisfaction through proactive communication and issue
resolution.
Cross-Functional Sales Leadership
Coordinate internal resources across Safety-Kleen, Environmental Services,
Field Services, Emergency Response, and Operations.
Partner with local Account Managers to identify opportunities to expand
across multiple customer locations.
Support regional contract renewals and competitive bid opportunities.
Maintain accurate opportunity management and forecasting within
Salesforce.
Commercial Strategy
Support regional pricing strategies and commercial proposals.
Review historical pricing, competitive positioning, and customer trends to
improve win rates.
Negotiate service agreements and pricing within established commercial
guidelines.
Qualifications:
Bachelor’s Degree with a preference toward those in Sales, Marketing,
Business, or related fields.
Minimum 5 years relevant Retail or Environmental Services industry
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.
Proven track record of developing and executing sales strategies; target
customer selection, sales processes, account development, and multi-tiered
relationship building.
A producer with a demonstrated track record of identifying, creating, and
closing deals, and ultimately building a business
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.
Proficient background resolving customer issues within RCRA, DOT, CERCLA,
Environmental Remediation, Emergency Response, Industrial High-Pressure
Cleaning applications preferred.
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 30-50%.
Join our team today! To learn more about our company, and to apply online for
this exciting opportunity, visit us at www.cleanharbors.com/careers.
Clean Harbors is the leading provider of environmental, energy and industrial
services throughout the United States, Canada, Mexico, and Puerto Rico.
Everywhere industry meets environment, Clean Harbors is one-site, providing
premier environmental, energy and industrial services. We are solving tough
problems through innovation and proven methodology – come be part of the
solution with us.
Clean Harbors is an equal opportunity employer that strictly prohibits unlawful
discrimination. We recruit, employ, train, compensate, and promote without
regard to an individual’s race, color, religion, gender, sexual orientation,
gender identity/expression, national origin/ancestry, age, mental/physical
disability, medical condition, marital status, veteran status, or any other
characteristic protected by law.
Clean Harbors is an equal opportunity employer.
Clean Harbors is committed to providing access, equal opportunity and reasonable
accommodation for individuals with disabilities in employment, its services,
programs, and activities. To request reasonable accommodation, contact
ect@cleanharbors.com or 1-844-922-5547.
Clean Harbors is a Military & Veteran friendly company.
Please be advised that Artificial Intelligence (AI) tools may be used to support
certain stages of the recruitment process but are not used as a replacement for
human decision making.
Clean Harbors is committed to complying with applicable pay transparency laws
and ensuring fair and equitable compensation. The posted salary range reflects
the minimum and maximum target for this role. Final compensation may vary based
on factors such as location, experience, skills, and business needs. In addition
to the base salary, some roles may be eligible for bonus or incentive
compensation and a comprehensive benefits package.
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