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Client Relationship Manager

2 months ago

Conway, Arkansas, United States GFL Environmental Full time

The Client Relationship Manager will be responsible for promoting, selling, and enhancing GFL Environmental, Inc.

solid waste management services to commercial and industrial clients within the designated area. This role involves identifying new market opportunities, nurturing existing client relationships, and formulating strategies to outperform competitors.

The individual will draft sales agreements with a comprehensive understanding of pricing, costs, and equipment, in collaboration with the Facility/General Manager.

Key Responsibilities:

  • Proactively seek orders from both current and potential clients to sustain and expand the customer base.
  • Foster strong client relationships by traveling within the assigned territory to engage with existing and prospective clients, assessing and addressing their needs.
  • Compile and manage lists of potential clients in the ACT database for sales leads through cold-calling and other outreach methods.
  • Explore new and existing market segments to boost sales and market share within the assigned territories.
  • Acquire a solid understanding of branch/regional profit and loss components, including pricing services, calculating desired margins, and cost of service.
  • Develop and maintain expertise in solid waste product and equipment pricing, costs, and applications, including roll-off presentations, commercial placements, front-end upgrades, and full-line applications.
  • Provide pricing quotes and credit terms to prospective clients and prepare sales contracts, consulting with the Sales Manager or Facility/General Manager before deviating from standard rates.
  • Cultivate proficiency in commercial placements, customer needs assessments, upgrades, and retention strategies, while identifying significant industrial requirements related to compaction applications.
  • Exhibit expertise in preparing and organizing sales presentations for major accounts, effectively showcasing products and services while emphasizing their marketable features.
  • Stay informed about competitor activities.
  • Assist in identifying and implementing price adjustments for underperforming accounts.
  • Conduct waste stream analyses, including volume estimations and identifying waste streams that require special handling or can be recycled or diverted.
  • Participate in business-related meetings, conferences, social events, and community organizations to enhance the company's visibility.
  • Build and maintain relationships with large clients, municipal entities, and government sectors, including bid invitations and preliminary bid preparations.
  • Assist in identifying potential acquisition targets and participate in the acquisition and merging processes with targeted businesses.
  • Adhere to all applicable federal, state/provincial, and local laws, regulations, ordinances, and company policies, procedures, and directives from supervisors.
  • Perform additional duties and responsibilities as assigned by management.
Knowledge, Skills, and Abilities:

  • Bachelor's degree from a four (4) year college or university.
  • Knowledge or experience in the solid waste industry is preferred.
  • Two (2) to three (3) years of sales experience with a comprehensive understanding of sales techniques.
  • Equivalent combination of education and experience.
  • Valid driver's license required.
  • Strong verbal communication and interpersonal skills.
  • Ability to read, analyze, and interpret general business publications, professional journals, technical documents, or governmental regulations.
  • Ability to write reports, business correspondence, and procedural manuals.
  • Ability to effectively present information and respond to inquiries from managers, clients, customers, and the general public.
  • Ability to perform calculations involving discounts, interest, commissions, proportions, percentages, area, circumference, and volume.
  • Ability to apply basic algebra and geometry concepts.
  • Ability to create, design, and implement solutions to general and client-specific challenges.
  • Ability to interpret instructions provided in written, oral, diagrammatic, or schedule form.
  • Ability to self-manage various assigned initiatives and work with minimal supervision.
Physical/Mental Demands:

  • Ability to stand, sit, walk, use hands and fingers, reach, stoop, kneel, crouch, talk, hear, and climb.

Visual Requirements:
include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.

  • Ability to regularly lift/move up to 10 pounds and occasionally lift/move up to 25 pounds.
Working Conditions:

  • Work involves extended periods of driving, resulting in exposure to high vehicle traffic and prolonged sitting.
  • Occasionally exposed to outdoor weather conditions, including heat, cold, and humidity.
  • Noise levels are typically moderate but can become loud.