The RequirementsThis is the kind of role in which personality traits are just as important as direct experience. To be a good fit for the Senior Account Representative opportunity, you will have:
- Strong self-motivation, initiative and ambition.
- Exceptional communication skills in person, over the phone and via email.
- A demonstrated ability to establish trust-based relationships.
- An articulate and professionally polished demeanor.
- Solid interpersonal skills, including the ability to influence and motivate others.
- Strong organizational skills and the ability to manage multiple activities and priorities.
- A bachelor’s degree in Business, Marketing or related field and 5+ years of relevant experience, or an equivalent combination of education and experience.
- Experience in sales or roles involving upselling is strongly preferred.
- Knowledge of Microsoft Office applications, specifically Word, Excel, and Outlook.
- Refuse business knowledge and experience helpful.
To meet the basic qualification for this role, you will have legal authorization to work permanently in the United States for any employer without requiring a visa transfer or visa sponsorship.
The RoleOpportunity Snapshot
This is a two-fold role and the goal is that you will invest about 70% of your time in account management, and the balance of your time in supporting sales. How quickly you will get to that 70/30 mix will depend on your background -- you may start at that point, or work up to it.
Customer retention is the most important aspect of this position. As the term of any existing relationship approaches, working to extend, expand, or renew contracts will be a key responsibility, along with identifying and pursuing expanded services within the term of the contracts. In addition, you will:
- Act as the primary contact for identified customer(s), including assigned National Accounts, once a primary sale has occurred, and throughout the term of their agreement.
- Nurture and cultivate key contacts for assigned customers. This will include overseeing the customer’s daily account management and acting as a liaison to facilitate interactions with Accounting and Operations and possibly, Construction, Engineering and Legal.
- Develop and recommend pricing and mark-ups to management, present pricing and proposals for approval to management and, once approved, deliver to the customers.
- Respond to tasks and requests sent by customer’s corporate team which may include preparing documents, spreadsheets or other materials.
- Work weekly with Accounts Receivable to ensure customers are correctly set up and invoiced.
- Work with Credit and Collections to help manage CFO aging report for assigned accounts or refuse accounts within the Western Region. If necessary, you'll facilitate in collecting any open overdue invoices from these customers. Review and analyze individual site statements for all assigned customers, ensuring volumes, billing, and information is being recorded correctly.
- Attend in-person meetings as required based on the account activity (for example, a large high-volume customer may require quarterly in-person contact, in addition to in-office support, versus a smaller volume customer, which may only require bi-annual or annual in-person contact).
In supporting the Refuse sector, you will:
- Participate in relevant meetings as deemed necessary by the VP Business Development – Solid Waste, VP Sales and/or the Director of National Accounts and Western Region.
- Support planning and preparation for the Garbageman's Invitational golf tournament, including but not limited to, planning, signage, or any other preparation and activities go according to plan. This may include, but is not limited to, transporting equipment, signage, and giveaways; assisting in setting up and breaking down displays; handing out giveaways and entertaining customers at an assigned location throughout the course of the event.
- Compile, analyze and prepare sector data, progress updates, and projections for Executive Meetings and Board Meetings.
- Update information related to sector projects to company CRM and generate and run reports as needed. Weekly management of assigned customers as well as supporting CRM efforts for the Western Region refuse sector.
- Provide guidance and training to junior team members as necessary.
- Handle other duties as assigned.
More Good ReasonsProfessional development
This could be a new way for you to use your skills, whether you're coming from sales, marketing, customer service or another background. You'll have a strong mentor in the Director, National Accounts and Western Region, to whom you'll report. In addition, you'll gain broad exposure as you act as a liaison among multiple departments to keep projects moving forward and keep customers happy.
We're looking for an entrepreneurial professional who wants to move up. You bring the ambition and motivation, and we'll provide the coaching and tools you need. A strong performer might pursue a number of career paths within Clean Energy, such as moving into a sales role with your own territory.
Get out of the cubicle
We're not trying to sugarcoat it: This role has administrative responsibilities. But there is also relationship-building, strategic planning, and more. In addition, you'll meet with clients, visit sites and -- most fun of all -- help host special events and promotions.
Proven strong leadership
You will join a team of accomplished, seasoned professionals at Clean Energy, led by Andrew Littlefair. Mr. Littlefair served as President of Pickens Fuel Corp (PFC), the predecessor company of Clean Energy, which he co-founded in 1997 with Boone Pickens and was Staff Assistant to then President Ronald Reagan in the Office of Presidential Advance from 1983 to 1987. Our executive team's profiles can be viewed at CleanEnergyFuels.com.
Green standard for sustainability
You probably already knew that natural gas burns much more cleanly than gasoline and diesel, producing significantly lower greenhouse gas emissions. But did you also know that natural gas is increasingly renewable, using biomethane reclaimed from landfill via waste-to-energy solutions? Clean Energy is helping companies and public organizations meet aggressive environmental goals.
In addition to a competitive base, we offer a performance-based incentive program -- hit all your targets and you could earn up to an additional 50% of your base. Our comprehensive benefits package includes medical, dental and other insurances, a 401(k) plan with discretionary company match, paid time off and more.
Pictured: Clean Energy is building America's Natural Gas Highway, supporting fleets from coast to coast and border to border.
Keys to SuccessObviously, we know there will be a learning curve, but you should be proactive about learning and getting up to speed quickly. As you can see under The Role tab, there will be lots going on all the time, so organizational skills will be essential. In short order you should able to work independently, seeing what needs to be done and taking care of it on your own.
You also will need a unique set of characteristics in order to build the kinds of relationships -- both internally and externally -- that will guarantee success. You should be outgoing and easy to get along with, but you'll also need to need to earn people's trust by delivering on commitments and exercising strong follow-through habits. You should be very comfortable interacting with people, whether you're on a business call or mingling at a dinner party.
As you might expect, people in the refuse industry have strong personalities. At times you'll need a thick skin, and you definitely will need to be able to hold your own. Our best Senior Account Representatives have had a knack for sharing their own strong opinions and personalities, but with a personable touch.
About UsTaking the Lead in Clean-air Transportation
Clean Energy has a broad customer base in the solid waste, transit, ports, shuttle, taxi, trucking, airport and municipal fleet markets. We have the most experience in inventing and manufacturing today's natural gas technologies. We develop, manufacture, supply, install and service the equipment at natural gas stations across North America.
Clean Energy owns and operates LNG plants and renewable processing facilities, producing CNG, LNG and Redeem renewable natural gas (RNG) fuels for our own stations and our clients' stations. Our network of over 550 LNG and CNG fueling stations ensures that fleets are powered for both short routes across town, and long hauls across North America. Our stations fuel vehicles at 37+ major airports; and our strategically located truck-friendly CNG and LNG fueling stations, the network we call America's Natural Gas Highway™, are designed to keep heavy duty fleets fueled up and on the road.
The Clean Energy vision extends beyond servicing the high fuel-use requirements of fleet operators. We are committed to helping businesses access the measurable advantages of clean-fuel solutions. Simultaneously, we are committed to protecting our environment as the leader in clean-air transportation. Clean Energy has proven that business and environmental goals can indeed find common ground, with mutually profitable results. Our vision and efforts have received recognition and awards from business and environmental organizations alike.