Position Overview
The Regional Account Sales Manager - Commercial is a hunter. New-logo and new-revenue acquisition is the primary mandate of this role. You will apply a command of consultative selling to build pipeline, execute competitive displacements, and convert prospects into recurring-revenue customers across an assigned territory. Your account and prospect base is comprised of food service and commercial businesses - restaurants, grocers, convenience stores, entertainment facilities, and hotels - that require grease trap and interceptor service and that represent whitespace for LES's full suite of liquid waste services: FOG, oil water separator, used cooking oil, septic, and grit. Relationship maintenance is secondary; winning new business is the job.
Essential Functions
New Business Acquisition - Primary Focus
- Aggressively prospect, qualify, and close new accounts within the assigned territory, owning the full sales cycle from lead generation through contract execution and first service.
- Generate leads through outbound prospecting, cold calling, field canvassing, referral networks, appointment setting, and coordinated marketing campaigns; demonstrate a consistent, measurable record of securing appointments by telephone and in person.
- Develop, maintain, and execute an approved territory sales plan that documents target account prospects, sales cycle stages, projected revenue, projected decision dates, and projected implementation/first service dates.
- Build and maintain a robust, accurately staged pipeline in Dynamics CRM with disciplined opportunity management aligned to disposal density, service-line whitespace, and route economics.
- Execute competitive displacement strategies; develop expert-level command of LES service lines, FOG ordinances, OWS regulations, and manifesting requirements to outposition competitors in every sales conversation.
- Prepare and deliver compelling service management proposals, presentations, price quotes, and RFP responses that directly connect LES capabilities to the prospect's operational and compliance needs.
- Structure and negotiate recurring-service agreements, will-call conversions, and contract renewals with attention to route profitability and gross margin - not revenue alone.
- Identify and pursue multi-location expansion opportunities within newly acquired accounts to maximize customer lifetime value and territory penetration.
Account Onboarding and Relationship Support
- Maintain strong working relationships with key executive-level decision makers and operational influencers within the account base to protect and expand newly won revenue.
- Partner closely with field operations during new account implementation to ensure clean first service, accurate manifesting, and a strong early customer experience that protects retention.
- Conduct periodic service reviews with the account base to identify upsell, cross-sell, and referral opportunities; escalate service issues to operations as needed.
Reporting and Process Compliance
- Complete and submit a weekly sales call plan, weekly sales call results report, weekly target account update, and monthly sales plan update; report pipeline movement and results to leadership on the defined cadence.
- Work within the pricing, products, and services guidelines established by the company.
- Prioritize safety and environmental compliance in all customer and site interactions.
Knowledge and Skills
- Demonstrated success as a hunter: a verifiable track record of new-logo acquisition and competitive displacement in a defined territory.
- Proficiency in building and executing annual, quarterly, monthly, and weekly territory sales plans.
- Significant experience working via appointments; demonstrated success generating appointments through cold calls, field prospecting, and referral development.
- Proven success across short, medium, and long B2B service sales cycles.
- Experience leading new sales program implementations in multi-location accounts.
- Strong written and oral communication skills; exceptional active listening.
- Proficiency in Microsoft 365; CRM fluency required (Dynamics experience preferred).
- Sound negotiation, deal-structuring, and problem-solving skills.
- Self-motivated, high-energy, with an unambiguous bias toward action and urgency.
- Analytical and detail-oriented; able to manage time and territory independently in a fast-paced environment.
- Respected, trusted, and known for consistent achievement - a reputation built on results, not activity.
Education and Experience
- High school diploma or equivalent (Required).
- Bachelor's degree or equivalent (Preferred).
- Minimum two (2) years of outside B2B sales experience with a demonstrated hunting/new-business emphasis (Required).
- Consistent, documented history of attaining monthly, quarterly, and annual revenue plans.
- Experience managing a defined geographic sales territory with strong time and territory planning skills.
- Valid driver's license with a clean driving record per company MVR guidelines (Required).
Working Environment
- Field-primary role; regular travel and customer site visits within the assigned territory are expected.
- General office conditions when not in the field.
- Some light lifting and bending.
- Extended periods of sitting and driving.
Base Salary: $85,000 + Quarterly Incentives
This job description in no way states or implies these are the only duties to be performed by the employee incumbent in the position. Employees will be required to follow any other legal or ethical job-related duties requested by any person authorized to give instructions or assignments. A review of this position has excluded the marginal functions of the position that are incidental to the performance of fundamental job duties.
This document does not create an employment contract, implied or otherwise. Liquid Environmental Solutions has an "at will" relationship with team members.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.
