Job DescriptionCorporate Account Manager - Medical WasteTHE OPPORTUNITYClean Harbors is seeking a Corporate Account Manager - Medical Waste to join the Corporate Account Sales team. This role is responsible for developing and growing strategic relationships with national healthcare and medical waste-generating customers, including hospitals, health systems, Integrated Delivery Networks (IDNs), and Group Purchasing Organizations (GPOs).
The Corporate Account Manager will drive profitable revenue growth by developing new business, expanding existing customer relationships, increasing share of wallet, and positioning Clean Harbors as a preferred environmental services provider within the healthcare market.
This position requires an experienced sales professional with a strong understanding of the healthcare marketplace, complex buying environments, contract negotiations, and enterprise account management.
Applicants may live anywhere in the U.S. and should be no more than one hour from a major airport.ResponsibilitiesKEY RESPONSIBILITIES- Ensure Health and Safety is the number one priority by complying with all safe work practices, policies, and processes and always acting in a safe manner.
- Develop and execute strategic sales plans for assigned Corporate Accounts to achieve profitable revenue growth and retention objectives.
- Identify, develop, and close new business opportunities within prospective and existing national healthcare accounts.
- Expand existing relationships and share of wallet by introducing additional Clean Harbors and Safety-Kleen capabilities.
- Build and maintain trusted relationships with key decision makers across hospitals, health systems, IDNs, GPOs, and other healthcare organizations.
- Develop a comprehensive understanding of customer organizational structures, purchasing processes, service requirements, business priorities, and decision-making processes.
- Apply consultative selling techniques to understand customer needs, communicate Clean Harbors' value proposition, and develop solutions across applicable service lines.
- Manage the commercial relationship for assigned national customers, including contracts, renewals, pricing, amendments, competitive bids, and service agreements.
- Negotiate commercial agreements within established guidelines while supporting appropriate pricing, profitability, service expectations, and customer outcomes.
- Serve as a primary commercial point of contact for assigned Corporate Accounts and proactively manage customer issues and escalations.
- Conduct regular customer business reviews and maintain effective relationships with executive, corporate, regional, and facility-level stakeholders.
- Partner with field sales, operations, and support teams to execute customer commitments and identify growth opportunities.
- Coordinate resources across Environmental Services, Safety-Kleen, Field Services, Emergency Response, Operations, and other applicable Clean Harbors service lines.
- Work cross-functionally with Sales, Operations, Pricing, Legal, Finance, and customer support teams to advance opportunities and meet customer requirements.
- Analyze account performance, customer data, profitability, and market activity to identify opportunities, risks, and required actions.
- Maintain accurate pipeline, opportunity, activity, and forecast information within Salesforce.
- Meet or exceed assigned revenue, growth, and profitability objectives.
QualificationsQUALIFICATIONS- Bachelor's degree in Sales, Marketing, Business, Healthcare Administration, or a related field preferred.
- Minimum 7 years of relevant sales and account management experience, including demonstrated experience selling into hospitals, health systems, healthcare organizations, or related markets.
- Experience working with GPOs, IDNs, and/or large hospital systems strongly preferred.
- Strong understanding of healthcare procurement, contracting, decision-making structures, and complex buying processes.
- Demonstrated track record of successfully managing and growing complex enterprise or national customer relationships.
- Verifiable success achieving multi-million-dollar annual sales quotas and developing, advancing, and closing new business opportunities.
- Strong negotiation skills with experience managing complex customer contracts, pricing, and commercial agreements.
- Ability to build relationships and influence decision makers at the executive, corporate, regional, and facility levels.
- Strong executive presence, commercial acumen, and verbal, written, presentation, and relationship-building skills.
- Demonstrated ability to navigate complex customer organizations and work effectively within a large, matrixed organization.
- Ability to build strong internal partnerships and mobilize cross-functional resources to support customer needs and growth opportunities.
- Strong analytical, organizational, business judgment, and project-management capabilities.
- Experience with environmental services, regulated medical waste streams, hazardous waste, or related compliance requirements preferred.
- Proficiency with CRM platforms, including Salesforce, and Microsoft Office.
- Self-motivated, goal-oriented professional with demonstrated ability to independently manage multiple priorities and deliver profitable revenue growth.
- Ability to travel 30-50%.
