Account Executive for North Luzon

I. JOB IDENTIFICATION

JOB TITLE : ACCOUNT EXECUTIVE

REPORTS TO : TERRITORY SALES MANAGER

DEPARTMENT : COMMERCIAL DIVISION

SUPERVISES/OVERSEES : N/A

II. JOB SUMMARY

The Account Executive is responsible for generating and qualifying sales leads, initiating contact with potential clients as well as nurturing and managing client relationships, ensuring their needs are met, and promoting the continued growth and success of the business through the delivery of high-quality products or services.

III. SPECIFIC RESPONSIBILITIES

1. Lead Generation: Identification of market and client potential through the following activities:

a. Area Mapping

i. Identification of clients/accounts within a specific area by actual visits.

ii. Acquisition of client listings/locators from government agencies (i.e PEZA, DENR), Non-PEZA park administrators, and private organizations (i.e PCAPI, AESEP, EPA)

b. Client surveys

i. Secure relevant client information such as contact details, waste generation, competitor/current treater, pricing, affiliates, etc. via telephone or actual visits.

c. Web-based Research

i. acquisition of statistical data such as volume and types of wastes, industries, trends, etc.

1. Client Relationship Management: Develop and maintain strong, long-term relationships with existing clients or customers. Regularly engage with clients to understand their needs, concerns, and goals.

2. Account Analysis: Analyze client accounts to identify growth opportunities, potential issues, and areas for improvement. Understand the client's business and industry to provide relevant solutions.

3. Client Communication: Serve as the primary point of contact between the company and the client. Address inquiries, resolve issues, and provide timely responses to client requests.

4. Account Planning: Create and execute account plans to meet client objectives and company goals. Define strategies for client retention and growth.

5. Needs Assessment: Collaborate with clients to assess their evolving needs and recommend products or services that align with those needs.

6. Cross-Selling and Upselling: Identify opportunities to cross-sell additional products or services to existing clients and upsell to higher-tier packages or solutions.

7. Contract Renewals: Ensure that client contracts are renewed on time and negotiate terms and pricing as needed.

8. Customer Satisfaction: Monitor client satisfaction and take proactive measures to address concerns or issues to maintain high levels of satisfaction.

9. Account Documentation: Maintain accurate and up-to-date records of client interactions, agreements, and communications.

10. Sales Forecasting: Provide input to sales forecasting by communicating anticipated client needs and potential changes in revenue from existing accounts.

11. Problem Resolution: Act as a liaison between the client and internal teams, such as customer support or product development, to resolve client issues effectively and efficiently.

12. Feedback Collection: Gather feedback from clients about their experiences with the company's products or services and relay this information to relevant departments for continuous improvement.

13. Reporting: Generate regular reports on account performance, revenue growth, and client satisfaction for senior management and stakeholders.

14. Budget Management: Manage account-related budgets and resources efficiently.

15. Market Knowledge: Stay informed about industry trends, competitive landscape, and market dynamics that may impact the client's business.

16. Collaboration: Collaborate with the Territory Sales Manager to ensure alignment between lead generation efforts and overall sales and marketing strategies.

17. Ethics and Compliance: Ensure that all account management activities adhere to legal and contractual obligations.

IV. MINIMUM JOB SPECIFICATIONS

A. Education/License: College Graduate with a degree in any engineering field but preferably chemical or environmental. Licensure or Certification status is a plus.

B. Years and Type of Experience: 1-2 years of experience in a related field.

C. Related Skills/Knowledge:

1. Sales and Communication Skills

2. Product and Industry Knowledge

3. Analytical Skills

4. Time Management and Organization

5. Customer-Centric Mindset

6. Networking and Relationship-building

7. Sales Training

8. Adaptability

9. Ethical Conduct

10. Presentation Skills

11. Knows how to drive with a valid Driver's License

D. Basic Training Requirement:

1. Introduction to Sales and Account Development

2. Product and Industry Knowledge

3. Prospecting and Lead Generation

4. Communication Skills

5. Sales Techniques and Strategies

6. Client Relationship Building and Management

7. Sales Processes and Account Development Strategies

8. Market Research and Competitors Analysis

9. Handling Rejection and Resilient Development

10. Role plays and sales scenarios

V. ACCOUNTABILITIES

Accountable for achieving annual sales targets through effective account management, client development, and timely collection of accounts within the assigned area. Responsible for the proper use and maintenance of assigned tools and equipment. Monitors PTT balances and revenue performance to support operational planning. Ensures the accuracy of invoices and treatment certificates prior to delivery to clients. Provides clients with necessary awareness and guidance on regulatory requirements, including proper waste handling and disposal, and the preparation of Self-Monitoring Reports (SMR) for DENR submission.