**Position Summary **
The Account Manager/Outside Sales Rep is responsible for developing, managing, and growing customer relationships for environmental waste disposal, transportation, recycling, treatment, and related field services. This role requires a consultative sales approach, strong industry knowledge, and the ability to coordinate internally and externally with operations, compliance, customer service, and project teams to deliver safe, compliant, and cost-effective waste management solutions.
Key Responsibilities
- Identify, pursue, and close new business opportunities with industrial, commercial, manufacturing, construction, and laboratory generators of hazardous and industrial waste.
- Manage and expand existing customer accounts through regular contact, service reviews, and proactive issue resolution.
- Evaluate customer waste disposal needs by reviewing SDSs, waste profiles, manifests, analytical data, process descriptions, and customer-provided documentation.
- Coordinate with compliance, operations, transportation, customer service, and disposal facilities to develop accurate pricing, service scopes, disposal options, and project schedules.
- Prepare professional quotes, proposals, bid responses, service agreements, and customer presentations.
- Support waste profiling and approval processes by gathering required documentation and communicating customer requirements clearly to internal teams.
- Maintain working knowledge of applicable RCRA, DOT, EPA, state environmental, and facility-specific requirements that affect sales, pricing, and service delivery.
- Track opportunities, activities, contacts, notes, and forecasts in the company CRM or sales tracking system.
- Meet or exceed assigned revenue, margin, customer retention, and activity goals.
- Participate in site visits, waste surveys, customer meetings, pre-bid meetings, and project kickoffs as needed.
- Assist with coordination of special projects, lab packs, cleanouts, roll-off services, bulk waste shipments, drum shipments, emergency response work, recurring disposal needs, recycling and beneficial reuse programs.
- Represent the company professionally at customer locations, trade events, industry meetings, and networking opportunities.
**Preferred Qualifications **
- Bachelor's degree preferred in environmental science, chemistry, business, engineering, logistics, safety, or a related field. Equivalent industry experience may be considered.
- Minimum of 3 to 5 years of sales, account management, customer service, operations, or technical experience in hazardous waste, industrial services, chemical, transportation, recycling, or related industry.
- Prior project management or project coordination experience preferred, especially involving field services, waste disposal projects, customer site work, or multi-department execution.
- Working familiarity with hazardous and non-hazardous waste disposal, RCRA waste codes, DOT hazard classes, manifesting, waste profiles, SDS review, and disposal facility requirements preferred.
- Experience preparing customer quotes, proposals, scopes of work, and pricing for disposal or field service projects.
- Proficiency with Microsoft 365 applications, including Outlook, Excel, Word, Teams, and CRM or sales tracking systems.
- Legally eligible to work in the United States.
- Successfully pass pre-employment (post offer) drug screening and background check when required.
**Required Skills and Competencies **
- Strong consultative sales, negotiation, and relationship-building skills.
- Ability to work independently with minimal supervision.
- Ability to understand customer needs and translate technical disposal requirements into clear service solutions.
- Excellent written and verbal communication skills, including professional emails, proposals, and presentations.
- Strong organizational skills with the ability to manage multiple accounts, quotes, deadlines, and active projects simultaneously.
- Attention to detail when handling regulatory, pricing, documentation, and service coordination requirements.
- Comfort working in a fast-paced environment with changing priorities and customer demands.
- High level of professionalism, integrity, follow-through, and customer service orientation.
**Physical and Travel Requirements **
- Ability to travel locally and regionally to customer sites, company facilities, bid meetings, and industry events.
- Ability to visit industrial, manufacturing, warehouse, recycling, disposal, and field service environments while following all site safety requirements.
- Must be able to wear required personal protective equipment when visiting customers or operating sites, as applicable.
- Must be able to pull samples (when necessary) and prepare waste shipments for transportation including the affixing of markings, labels, and placards.
- Must be able to lift and carry up to 50 lbs.
- Valid driver's license and acceptable driving record may be required, depending on company policy.
**Performance Expectations **
- Develop and maintain a healthy pipeline of qualified opportunities.
- Achieve assigned revenue, gross margin, customer retention, and sales activity objectives.
- Provide accurate, timely, and complete information to internal teams to support compliant service delivery.
- Maintain strong customer satisfaction through responsiveness, professionalism, and reliable follow-up.
**Work Environment and Safety **
This position may involve visits to customer sites and environmental service locations where industrial chemicals, waste materials, heavy equipment, trucks, and regulated work activities may be present. The employee is expected to comply with all company and customer safety policies, customer site rules, and applicable regulatory requirements at all times.
**Equal Employment Opportunity Statement **
Excel Industrial, LLC is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, sex, national origin, age, disability, veteran status, genetic information, or any other protected status under applicable law. Acknowledgment This job description is intended to describe the general nature and level of work performed. It is not intended to be an exhaustive list of all duties, responsibilities, or qualifications. Duties may be modified as business needs require.
You should be proficient in:
- Hazardous Materials
- Customer Service
- Project Management
- Outside Sales
- Field Service Readiness
- Ground Support Equipment (GSE) Operations
- Contract Negotiation Experience
- Regulatory / Legal Contracts
- Account Management
- Business Development
- Chemical Waste
- EPA
- Industrial Facilities
- Operations
- Proposal Writing
- RCRA
- Regulatory Compliance
- Sampling
- Service Agreements
- Waste Disposal
- Waste Management
Machines & technologies you'll use:
- Warehouse Management Software (SAP, Oracle)
- Material Handling Systems
- Environmental Technology Systems
- CRM