Manager, Key Customer Accounts

Overview

About Arcwood

Every advancement—from the products we use to the medicines and technologies we depend on—creates waste that must be handled responsibly. For more than 50 years, Arcwood Environmental has helped organizations across the United States manage the byproducts of progress safely and thoughtfully. With deep expertise and innovative waste management technology across a growing nationwide footprint, Arcwood protects people, communities, and the environment through work that often happens behind the scenes.

Our Values

We move forward together, one team with a shared purpose, counting on each other every day. Our core values demonstrate how we work together to deliver value for our customers, putting them at the center of all we do:

• Lead with Safety: We uphold the highest safety and compliance standards to protect our teams, our customers and the communities that count on us.
• Solve Problems Creatively: We push for better – advancing technologies, processes, and ideas that protect human health and the environment.
• Own It Together: We are individually and collectively accountable for our work and our impact, knowing that progress is only achieved by working together – with our customers, and with each other.
• Deliver for Customers: We put customers at the center of all we do. When we live our values – lead with safety, solving problems creatively, and owning our work together – the result is clear: we deliver exceptional value for our customers.

We’ve reached a unique point as a company: big enough to deliver broad capability and consistent performance, while striving to be nimbler and more responsive to our customers’ evolving needs. Come join Arcwood and be part of our legacy of environmental leadership!

Essential Functions & Responsibilities

Manager, Key Customer Accounts  As a Manager, Key Customer Accounts you will be responsible for selling and maintaining corporate accounts associated with Arcwood’s customers while partnering with Regional Sales teams, with travel up to 50% of the time.

• Prioritizes health and safety by adhering to policies, processes, and maintaining safe practices at all times
• Partners with Regional Sales organizations to call on corporate EHS, product lines, purchasing professionals and technical buyers to procure an understanding of both local and corporate-wide needs; works with Sales team to satisfy the local customer location needs
• Calls on divisional, regional and corporate executives to develop a broad range of professional services opportunities (expected target of $25-45 million per year) and builds strong relationships with customers to protect current business while hunting to expand share of wallet at current customers and win new logos for Arcwood
• Partners with Sales, Marketing and other Corporate Account Managers to create a more focused approach to sales including account targeting, developing tactical plans, proposal offerings and contract creation within the Company's current and new targeted customers priority segments
• Utilizes strong negotiation skills during the execution of agreements and service offerings
• Manages business support staff to maintain appropriate scheduling, proposal preparation, timely responses to customer questions and complaints and assures all are satisfactorily addressed
• Cultivates positive relations for the Company through participation in community and government activities; serves on related committees as appropriate
• Remains updated on all competitors' offerings, including products and services
• Trains, coaches, mentors and develops Account Managers to ensure reliable and continuous performance in accordance with the talent strategy, succession plan, and partnering program
• Develops professional presentations for distribution to our customer's senior executives
• Acts as a leader within the Company, utilizing their vast experience and knowledge to impact growth and management of the profitability of the organization
• Serves as a liaison between Sales, Operations, Customer Service and our customers
• Attends and participates in Sales meetings and training programs; represents Company at trade shows and conventions, Chamber of Commerce and other trade and professional associations
• Stays informed on major environmental regulatory changes and industry trends as well as competitive conditions to work with customers and to develop customer solutions as needed, requested or identified
• Develops and achieves established annual sales revenues budget within prioritized customer segments
• Collaborates with Arcwood assets and partners to meet customer sustainability initiatives through innovative solutions
• Prepares, submits, and interprets periodic reporting on activities, sales volume and expenses; manages and controls sales expenses and ensures the timely submission of business expenses
• Maintains the ability to travel up to 50% of the time, with overnight stays required
• Takes on additional duties as assigned to support the team and organization

Education

- Bachelor's degree (required) - MBA or similar advanced degree (preferred) 

Experience

• 6+ years of general business, sales or account management experience, including 3+ years in the environmental industry / business development (required) -OR-
• In lieu of industry experience, 15+ years of general business sales or account management experience (required)

Benefits, Compensation & Workforce Diversity

Arcwood offers stability you can count on and opportunities to grow. We provide steady work, competitive pay, and above-market benefits that reflect the importance of what we do. As we continue to grow, you’ll have the chance to build skills, take on new challenges, and build a career. When you join Arcwood, you join a team that honors its legacy, values hardworking people, and shows up every day to protect people, communities, and the future we share.   Arcwood is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to disability or protected veteran status, in accordance with applicable federal laws. A post-offer drug screen and background check will be required.   Physical Job Requirements