Job DescriptionThe OpportunityThe Midstream Corporate Account Manager is responsible for developing and closing business across a strategic portfolio of midstream customers in the United States and Canada. The role leads corporate-level account strategy for Industrial Services and expands customer value through the cross-selling of Environmental Services and other Clean Harbors capabilities. The Midstream Corporate Account Manager works closely with operations, technical sales experts, field sales, pricing, proposals, and other Clean Harbors functions to achieve revenue growth and profitability targets.
ResponsibilitiesResponsibilities- Develop and execute enterprise account strategies that expand Clean Harbors' services across assigned midstream customers and their operating locations.
- Develop, with input from operations, field sales, and technical experts, accurate sales forecasts and account plans to achieve monthly, quarterly, and annual revenue and profitability goals.
- Build strong relationships with corporate decision-makers, procurement leaders, operational stakeholders, and local site teams to understand customer priorities and create new opportunities.
- Promote communication and coordination among Sales, Operations, Customer Service, and customers; maintain corporate-level customer engagement; and provide direction and support to local account managers, technical sales experts, and related personnel as needed.
- Map assigned parent accounts and operating locations across the company, identify whitespace, and coordinate the appropriate sales and operational resources to pursue opportunities.
- Work across Clean Harbors lines of business, service operations, and field sales teams to develop integrated cross-sell strategies, value propositions, and customer targets.
- Provide account management for a portfolio of midstream customers, including MSAs, pricing, credit, invoicing and collections support, performance reviews, and resolution of customer issues.
- Use the company CRM platform to maintain customer information, stakeholder relationships, sales activity, opportunities, account plans, and relevant market intelligence.
- Lead or facilitate pricing, proposal, and contract negotiations while balancing customer value, revenue growth, operational capability, and profitability.
- Solicit regular customer feedback, track commitments and actions, and coordinate follow-through to strengthen customer satisfaction and long-term relationships.
QualificationsQualifications:- Degree or diploma in a related field preferred.
- 5+ years of sales or strategic account management experience.
- Experience in midstream, oil and gas, industrial services, or environmental services preferred.
- Proven success developing complex corporate accounts and cultivating opportunities from identification through close.
- Demonstrated experience in account planning, forecasting, budgeting, pipeline management, and performance reporting.
- Established track record in pricing, proposal development, and contract negotiation.
- Experience managing large, multi-location corporate accounts and coordinating corporate and field-level engagement preferred.
- Strong written, verbal, executive communication, and presentation skills.
- CRM experience highly preferred.
- Highly motivated, commercially focused, and accountable for results.
- Strong interpersonal and collaboration skills, with the ability to influence across functions and engage customers at multiple organizational levels.
- Willingness to travel 50%+ of the time.
