Note: The job is a remote job and is open to candidates in USA. UCBEnvironmental is a family of companies focused on sustainable packaging reuse, resale, and return solutions. The Account Development Manager (B2B) owns the full-cycle commercial relationship, including prospecting, qualification, discovery, quoting, negotiation, closing, account expansion, and replication of successful customer profiles. The role also requires disciplined CRM management, accurate forecasting, and remote territory development.
Responsibilities
- Build, maintain, and work a targeted outbound prospect list of B2B buyers for used packaging -- gaylord totes, shipping boxes, pallets, supersacks, accessories
- Identify net-new opportunities through outbound outreach, referrals, location expansion, and competitive displacement
- Research accounts to assess buying patterns, volume potential, and strategic fit before reaching out
- Qualify inbound and outbound opportunities against defined criteria before investing time in full discovery
- Conduct structured discovery to uncover the root need behind what a prospect asks for — not just what they say they want
- Understand and document total relationship potential: all product types, all locations, and all adjacent buying behavior
- Log discovery findings cleanly in CRM to support accurate quoting, forecasting, and future expansion
- Build accurate, margin-aware quotes with support from Solutions Engineering and pricing guidance from leadership
- Negotiate with confidence and hold on deal quality — protect margin while keeping deals moving
- Drive deals from qualified to closed at a consistent pace without relying on discounting as a default
- Maintain active, value-adding relationships with all won accounts through consistent outreach and engagement
- Identify and pursue expansion: additional product types, higher volumes, and multi-location growth
- Proactively address risk — shifting buying behavior, competitive threats, or service gaps — before they become churn
- Maximize the total lifetime value of every account across UCB’s full product portfolio
- After each win, identify 3–5 competitor lookalikes and nearby businesses that match the same buying profile
- Systematically replicate proven approaches to build territory density and compound pipeline value
- Treat every closed deal as a template and every customer as a reference point for the next one
- Maintain clean, current, and accurate records in CRM across every account, contact, and opportunity
- Forecast accurately and update pipeline regularly to reflect true probability and timing
- Leverage intelligence tools (e.g., https://www.linkedin.com/redir/suspicious-page?url=Seamless%2eai, Claude) to self-coach, refine talk tracks, and continuously improve
Skills
- • 2–5 years of full-cycle B2B sales experience: prospecting, qualifying, and closing
- • Strong discovery instincts — ability to get to root need, not just the stated ask
- • Proven track record of building and working a self-sourced pipeline
- • Commercial acumen and comfort holding on price and margin in negotiation
- • High CRM discipline with experience in HubSpot, Salesforce, or a comparable platform
- • Self-directed and organized, with the ability to manage a remote territory without day-to-day hand-holding
- • Coachable, process-oriented, and genuinely motivated by owning results end to end
- • 1 year or more of daily AI utilization professionally and personally (e.g. Claude)
- This role requires up to 10% travel to support team alignment, planning sessions, strategic account visits, trade events, and occasional offsite collaboration
- • Direct experience selling corrugated packaging, gaylord totes, or bulk packaging materials
- • Background in supply chain, logistics, recycling, or industrial B2B markets
- • Exposure to Gong.io or similar conversation intelligence platforms
- • Experience building a territory from scratch in a transactional B2B environment
Benefits
- Uncapped commission
- Cash prizes, weekly SPIFs, and commission doubling opportunities
- A company-paid Tesla
- Health, dental, and vision insurance
- 60% of employee-only healthcare premiums covered, increasing to 70% after 2 years
- Paid time off
- 6 company-paid holidays per year
- Mentorship and training
- Professional upskilling and career development
- Remote work arrangement
- Opportunity for long-term value creation tied to company performance
Company Overview