Account Manager RWCS

About Us: Stericycle is a U.S. based business-to-business services company and leading provider of compliance-based solutions that protects people and brands, promotes health and well-being, and safeguards the environment. Since our founding over 30 years ago, we have grown from a small start-up in medical waste management into a leader across a range of increasingly complex and highly regulated arenas, serving healthcare organizations and commercial businesses of every size. Every day, we help our customers solve complex challenges by safely managing materials that could otherwise spread disease, contaminate the environment, or compromise one’s identity. Join us on our mission to protect health and well-being in a safe, responsible, and sustainable way.

Position Purpose: The Account Manager will be responsible for both new business acquisition and existing customer account management. Overall responsibilities will include the management, growth and contract performance of an existing portfolio of relationships within the UK RWCS medical waste business. The role will lead on key renegotiations and will oversee contractual matters associated to the allocated portfolio, including customers such as commercial laboratories, pharmacies, R&T, local authorities, higher education, private hospitals, hygiene, veterinary and care homes. The Account Manager will successfully deliver on commercial revenue KPI targets for both retention and growth alongside ensuring that business profitability thresholds and overall objectives are achieved. This will include pipeline development, securing new business, price increases, upsell and cross sell activities.

Key Job Activities:

• Oversee and develop existing customer relationships by leading on critical account management activities including contract renegotiations, process standardisation, pipeline development, service escalations and debt management.
• Maximize top line revenue & bottom-line EBIT performance across the customer portfolio through managing both proactive and reactive upsells, cross sells and price increases.
• Ensure all incremental sales opportunities are delivered effectively including new service locations, additional waste streams, volume increases, and frequency changes are executed in a timely manner.
• Target, present, promote and sell the Stericycle services to specially targeted new and lapsed customer prospects across agreed channels, attending pre-booked sales appointments, and using the Stericycle process and defined pricing and policies of Stericycle, gain new contracts.
• Use SFDC and other company defined IT systems to effectively manage pipelines, report activity, track sales, send contracts to clients, book appointments and communicate both internally and externally in a professional manner.
• Work closely with immediate local, national and inside sales colleagues, sales and marketing leadership teams, as well as regional Operations, Client Services, IT, and other team members to enhance the service offering available to new and existing customers.
• Follow the Stericycle policies for team members, especially but not limited to the Commercial DOA, Pricing book, SFDC policies, tender and bidding processes and standard codes of Ethics and Health and Safety that ensure Stericycle is a great place to work for all team members.
• Carry out market research and maintain knowledgeable on customer and market activities including awareness of customer business objectives, new contract wins and key influencers/stakeholders.

Education: Experience (North America & LATAM): Undergraduate degree in Commerce and/or Business Studies preferred. Experience (EMEAA): Ability to demonstrate the use of good sales skills especially but not limited to – listening, questioning, summarising, providing, negotiating, closing and handling customers concerns. Understanding of different sales channels within the wider market environment. Broad business acumen with strong analytical, decision making, and problem-solving skills. Demonstrable track record of private / public sector customer account management of either blue chip commercial or NHS clients. Driving sales growth on a national accounts level. Demonstrates the ability to work in a matrix environment working closely with Sales colleagues in internal, regional and strategic teams as well as operations, marketing, sales operations, finance, bid team and safety and compliance to achieve the business’s goals. Skilled in building and leveraging relationships over the phone/face to face. Understands and uses good account management, communication, problem solving, negotiation and interpersonal skills. Able to understand Sales related IT systems (Salesforce.com) and use them effectively to manage pipelines and sales activity. Strong organisational / planning skills with ability to multi-task and meet demanding deadlines effectively under pressure without supervision.

Certifications and/or Licenses: Drivers License

Benefits: Stericycle offers you: Contributory Pension Scheme, Life Insurance, Cycle to Work Scheme, Access to SteriCares, our employee support fund, Stericycle University – Our online library of self-development & learning, Annual performance related pay review, Referral Scheme (Earn by introducing people in your network to the Stericycle family), Flu voucher, Eye Test voucher and more…

Our Promise: Stericycle is committed to attracting and retaining a diverse workforce, and to valuing unique perspectives and identities. We foster a culture of belonging that encourages, supports, and celebrates the diverse voices of our team members. It fuels our innovation and strengthens our connection to our customers and the communities we serve. We are proud to be an equal opportunity employer. All employment is decided on the basis of qualifications, merit, and business need.