Key Accounts Manager- West

Synagro partners with stakeholders to clean our water, protect our environment and serve our communities by generating worth from what others consider waste. We work to protect the health of our water, our Earth and those who depend on them now and in the future. Synagro takes pride in having zero layoffs during the pandemic and the business continues to thrive during difficult times.

What good is a job without great benefits to reward your hard work? Here are some highlights of what Synagro has to offer:

• 15 days paid time off
• 10 Holidays
• Medical/Dental/Vision (within 30 days of hire)
• Health Saving Account (HSA) with company match
• Flexible Spending Account (FSA)
• 401(k) with company match (fully vested upon hire)
• Career growth and promotional opportunities
• Tuition Reimbursement

JOB SUMMARY

This position is targeted at meeting revenue goals in the West region. The role will increase revenue by retaining existing customers and securing new customers for the four biosolids composters in the West Region. The role is also focused on achieving strong customer satisfaction by ensuring service needs are met. Position will interface with customers on service needs, volume commitments, and contract negotiations.

KEY SUCCESS FACTORS

• Ability to handle different scenarios: agenda setting, Call plans, best practices, business and financial acumen
• Ability to identify customer needs that are aligned with Synagro solutions: skilled at identifying the close and cross-sell/upsell opportunities
• Ability to capture verbal queues and communicate effectively with key accounts
• Demonstrated use of negotiations: developing innovative win-win solutions
• Ability to gain customer loyalty through personal connections, networking and collaborations

ESSENTIAL FUNCTIONS

• Secure, maintain and manage customers at all levels, developing relationships with public sector clients that enable achievement of plans and objectives.
• Assess and understand client needs across multiple decision makers.
• Identify and assess opportunities translating them in concrete proposals and sales.
• Consultatively facilitate the buying process for multiple solutions and across the buyer decision team.
• Execute strategies with Cross-sell/Upsell by connecting with the needs of the municipality and buying decision team
• Identify and respond to bid opportunities including reviewing bid documents, submitting questions, recommending changes and preparing bid submission responses
• Drive customer renewals and CPI process to ensure that contracts are renewed, and increases are timely executed
• Accountable to ensure contract renewal requirements and modeling are completed to retain customer.
• Accountable for timely collection and recording of sales activities and required approvals in CRM
• Drive all internal support groups in ensuring that client needs are met as well as the needs of the processing facility by securing, maintaining and managing hauling and disposal contacts to obtain necessary contract objectives and backup services for both customer accounts and facility requirements.
• Support all reconciliation of all customer documents and related concerns.
• Understand customer contractual requirements
• Trade Shows: Registration and coordination of both marketing materials and sales personnel in the participation of various trade shows in the West.
• Maintain and promote vendor relationships for subcontracted hauling and various alternate disposal sites which are used as tertiary backup.
• Municipal contract administration: Straight renewals; negotiated renewals; contract violations; yearly price increases.
• Understand delivery and operating requirements for compost facilities or alternatives to support sales and customer interface

KNOWLEDGE/SKILLS/ABILITIES

• Excellent Oral and Written Communication Skills
• Ability to lead a project team and coordinate multiple disciplines
• Strategic thinking ability
• Strong interpersonal skills
• Ability to understand job based financial models
• Ability to understand technical details of Synagro's service offerings
• Ability to understand regulations governing facility offerings
• Ability to understand municipal government buying drivers
• Ability to work independently and make solutions-based decisions.

EDUCATION & EXPERIENCE

• Bachelor's degree in business or related field
• 5+ years' experience selling value-based services in the municipal or industrial water/wastewater treatment, environmental services, construction, energy or engineering industries
• Strong business and financial acumen with demonstrated analytical ability
• Must be able to work independently and follow up in a timely manner
• Must have strong communication both written and verbal
• Must have strong organization and time management skills
• Effective use of technology; experience with Microsoft office
• Willingness to travel up to 50% of time in a multi-state territory

The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not intended to be an exhaustive list of all essential job functions, knowledge, skills, abilities, efforts, and physical or working conditions associated with a position.

Salary: $100,000 - $120,00 annually, based on experience

AA/EOE/M/F/D/V

We thank all individuals for their interest in Synagro however only those selected for interviews will be contacted.