Position Title: Account Manager (sales, customer service)

Posted as: Account Manager

Position Type: Full-Time

FLSA Status: Exempt

OTE: $100,000 – $120,000 per year

What is ARCA?

ARCA furthers our Client’s sustainability missions by applying a circular economy approach to materials management. We offer end-to-end sustainability management solutions for industrial manufacturers. We evaluate their challenges, provide a comprehensive and multi-tiered program, and we manage the excess, waste, and scrap materials generated by their operations.

What makes ARCA unique is a holistic approach with our clients that builds trust and loyalty at all points of the supply chain. We are not a classic recycling source, although we do work with all types of material and will provide a full solution to all challenges, including but not limited to appraisal, purchase, consignment, recycling, and logistics.

What is our Account Manager

The Account Manager’s role is primarily to manage customer relationships, book orders and shipments for those customers, and manage the new customer onboarding process to ensure satisfaction and smooth operations. 

The Account Manager will be responsible for relationship management with our customers. The Account Manager will have direct oversight of customer pricing agreements. The Account Manager will also assist Operations with setting up the initial trucking schedule for the customer’s future orders. 

The account manager is also responsible for refreshing the online postings where we find many new customers. Once customers are found, the Account Manager takes them through the onboarding process and manages the relationship on an ongoing basis assisted by operations for logistics and trucking. 

This position offers the opportunity to utilize and enhance your sales skills through planning, negotiations, maintaining relationships, and identifying new opportunities to increase profitability, as well as cross-department functionality working with the operations team to ensure timely delivery… There is a path for career growth within ARCA for the right candidate who is willing to learn and work towards that goal.

Our Ideal Candidate looks like this:

• Has experience in our industry or related waste management industries, and is highly organized. 
• A highly motivated and customer-centric professional who wants to increase their earnings every year.
• Has a background in fast-paced environments with above-average communication skills. Has the ability to read between the lines. 
• Has familiarity with trucking and transportation because this is how our orders are shipped
• Comfortable calculating gross margins on the fly when customers ask for updated pricing
• Comfortable educating customers on our processes
• Comfortable being patient with some customers where English isn’t their first language
• Proficient in use of the computer and web-based software like Slack, Zoom, Google Spreadsheets, or Excel
• Able to learn new things and tools quickly and with minimal guidance.

Here is what a typical day as a Sales Executive looks like:

• Working alongside a group of passionate and energetic teammates at a high-growth company.
• Scheduling discovery calls where potential customers learn about our services. 
• Negotiating high-volume buy/sell deals wit customers.
• Updating our internal CRM with information on customers and prospects.
• Calling prospects to discuss sales opportunities.
• Conducting sales to existing customers via phone and email.
• Providing top-tier customer service throughout all your interactions.
• Identifying and engaging in purchasing opportunities.
• Playing a vital role in procurement, sales, and systems management.
• Educating customers on our processes.
• Working hand-in-hand with operations to set up ongoing customer trucking schedules.
• Analyzing and guiding projects through the sales process.

Here is why you’ll love this team:

• High-growth company with lots of opportunities to grow professionally and earn more money.
• You’ll have a lot of autonomy to make your own decisions and schedule. 
• You will develop relationships with positive and driven teammates who want to help you grow and succeed.
• Lots of professional development opportunities, team outings, and networking events.
• You will be challenged by teammates and leadership to continue growing as a professional.
• You’ll have exposure to multiple aspects of sales including cold calling, negotiation, follow-up, purchasing, quoting, project management, and marketing.
• You will be heavily engaged in identifying purchasing opportunities and negotiating purchase deals.
• Excellent compensation package (base + bonus), health benefits, paid time off, paid volunteer days, and more.

Job Details & Requirements:

Work Hours, Compensation, & Benefits

• 40-50 hours per week
• 80+ hours of PTO to start
• Bonus program
• Health insurance voucher
• Retirement plan (401k)
• Employee stock and equity programs available

General Requirements/Qualifications:

• Experience in our industry or the industries we serve
• Bachelor’s or master’s preferred or equivalent experience (no degree required)
• Communication and social skills 
• Understanding of CRM tools (Hubspot)
• Mastery of Microsoft Excel 
• Experience with phone sales/maintaining relationships
• 2-3 years of experience with trucking or shipping
• Organizational excellence and ability to multitask
• Proven track record in closing sales
• History of reaching & exceeding goals
• Creative problem-solving skills
• Ability to work independently and in groups

Detailed Position Responsibilities:

Sales:

• Contact customers and prospects to conduct bulk sales.
• Call customers to engage in new opportunities.
• Become an expert with the materials we process and sell.
• Update CRM and sales logs for reporting.
• Create invoices for wholesale orders.
• Receive incoming calls/text/chat/emails and complete orders.
• Follow-up with existing sales opportunities.
• Maintain relationships with customers.
• Organize re-commerce efforts for incoming projects.
• Achieve and exceed quarterly sales quotas and KPIs.

Project Management and Member Project Sales

• Convert customers or clients into members
• Plan loads and material availability to avoid expiration or too high of quantities on hand.
• Ensure members are properly onboarded
• Identify new opportunities for projects with members
• Educate and sell projects to new members
• Prepare and present project quotes
• Quote member projects for purchase
• Maintain awareness of project steps to ensure member satisfaction
• Reengage members for new projects

Purchasing/Procurement:

• Identify opportunities to purchase or broker material.
• Achieve and surpass monthly purchasing quotas.