Position Summary

The Account Manager is responsible for building and maintaining strong relationships with clients, ensuring their needs are met, and identifying opportunities to grow accounts within a specified market area. This role serves as the main point of contact between the company and its clients, coordinating internal teams to deliver solutions that meet client expectations. The person in this role must drive profitable revenue growth and retention with existing accounts as well as new account acquisition.

Key Responsibilities

Manages a comprehensive book of business through regular reviews, contract renewals, price adjustments, and implementation of tailored customer solutions.

Identifies and capitalizes growth opportunities within existing accounts by executing structured retention programs and upselling/cross-selling strategies.

Collaborates cross-functionally with internal teams and subject matter experts to address customer challenges and enhance service offerings.

Builds and maintains strong relationships with drivers, operations, customer service, and clients to ensure safe, efficient, and high-quality service delivery.

Develops and executes strategic sales and marketing plans to drive account growth and attract new business.

Achieves revenue and profit targets through proactive account management and strategic pricing initiatives.

Conducts annual account reviews and partners with internal stakeholders to identify opportunities for expanding services and increasing customer value.

Maintains deep product and service knowledge, leveraging insights to identify selling opportunities and support customer needs effectively.

Engages in continuous learning and development, participating in sales meetings, training sessions, and networking opportunities to enhance performance.

Maintains accurate CRM records and reporting, tracking sales activities, client interactions, and performance metrics for leadership visibility.

Participates in training and other learning opportunities to expand knowledge of the company, products, sales, and services and performs any other duties needed to help drive our vision, fulfill our mission, and/or abide by our core values.

Education, Experience & Qualifications

The successful candidate will hold a bachelor's degree in Business Administration, Marketing, or a related field, along with a minimum of 3-5 years of sales experience. They must be legally eligible to work in the United States and possess a valid driver's license. This role requires the ability to travel up to 80% of the time within a defined territory, including periodic overnight travel for regional training sessions.

Ideal candidates will demonstrate strong interpersonal, strategic selling, and negotiation skills, as well as excellent verbal and written communication abilities. They should have a proven ability to communicate, present, and influence key stakeholders at all levels of an organization. Experience delivering client-focused solutions to meet customer needs is essential, along with solid proficiency in CRM software and Microsoft Office. Industry-specific knowledge and project management experience are also highly desirable, contributing to the candidate's ability to thrive in a dynamic and collaborative environment.

Attributes

Responsible, team-oriented individual who is committed to safety, demonstrates strong verbal and written communication skills, committed to customer service and results-oriented with the ability to see the larger picture while focusing on detailed information.

Benefits

Medical, Dental, Vision, Life & Disability Insurance, Maternity & Parental Leave, Flexible Spending Accounts, Discounted Stock Program, 401K, Boot & Clothing Allowance, Safety Awards, Employee Assistance Plan, Wellness Incentive, Tuition Assistance, Career Pathways, and More.

Benefits & RewardsWant easy-to-use, rewarding benefits? Well, we've got those! Our employee rewards program is designed to help you in your career, and in your life outside of Casella. From competitive wages to comprehensive medical plans to employee stock purchase and retirement savings options, learn about all the ways we reward you.

EEO

Casella Waste Systems, Inc. is an equal opportunity employer. We are committed to creating an environment of inclusion and mutual respect where opportunities are available to all applicants and team members without regard to race, religion, color, national origin, gender, gender identity or expression, sexual orientation, genetic information, military and veteran status, status as individual with a disability, or any other characteristic protected by federal or state laws. We believe that diversity and inclusion among our team members is critical to our success as a company and we seek to recruit, develop, and retain the most talented people.

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Job Locations US-MA-West Bridgewater

Job ID 2026-10679

Category Sales

Type Regular Full-Time

Casella Waste Systems Inc.

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