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About the Role

The Regional Account Sales Manager – Commercial is responsible for new-logo and new-revenue acquisition within an assigned territory, focusing on food service and commercial businesses. The primary mandate is to build pipeline, execute competitive displacements, and convert prospects into recurring-revenue customers.

Responsibilities

• Aggressively prospect, qualify, and close new accounts within the assigned territory, owning the full sales cycle from lead generation through contract execution and first service.
• Generate leads through outbound prospecting, cold calling, field canvassing, referral networks, appointment setting, and coordinated marketing campaigns.
• Develop, maintain, and execute an approved territory sales plan that documents target account prospects, sales cycle stages, projected revenue, projected decision dates, and projected implementation/first service dates.
• Build and maintain a robust, accurately staged pipeline in Dynamics CRM with disciplined opportunity management.
• Execute competitive displacement strategies by developing expert-level command of LES service lines, FOG ordinances, OWS regulations, and manifesting requirements.
• Prepare and deliver compelling service management proposals, presentations, price quotes, and RFP responses.
• Structure and negotiate recurring-service agreements, will-call conversions, and contract renewals with attention to route profitability and gross margin.
• Identify and pursue multi-location expansion opportunities within newly acquired accounts.
• Maintain strong working relationships with key executive-level decision makers and operational influencers within the account base.
• Partner closely with field operations during new account implementation to ensure clean first service, accurate manifesting, and a strong early customer experience.
• Conduct periodic service reviews with the account base to identify upsell, cross-sell, and referral opportunities.
• Complete and submit a weekly sales call plan, weekly sales call results report, weekly target account update, and monthly sales plan update.
• Report pipeline movement and results to leadership on the defined cadence.
• Work within the pricing, products, and services guidelines established by the company.
• Prioritize safety and environmental compliance in all customer and site interactions.

Requirements

• Demonstrated success as a hunter with a verifiable track record of new-logo acquisition and competitive displacement in a defined territory.
• Proficiency in building and executing annual, quarterly, monthly, and weekly territory sales plans.
• Significant experience working via appointments; demonstrated success generating appointments through cold calls, field prospecting, and referral development.
• Proven success across short, medium, and long B2B service sales cycles.
• Experience leading new sales program implementations in multi-location accounts.
• Strong written and oral communication skills; exceptional active listening.
• Proficiency in Microsoft 365; CRM fluency required (Dynamics experience preferred).
• Sound negotiation, deal-structuring, and problem-solving skills.
• Self-motivated, high-energy, with an unambiguous bias toward action and urgency.
• Analytical and detail-oriented; able to manage time and territory independently in a fast-paced environment.
• Respected, trusted, and known for consistent achievement — a reputation built on results, not activity.
• High school diploma or equivalent (Required).
• Minimum two (2) years of outside B2B sales experience with a demonstrated hunting/new-business emphasis (Required).
• Consistent, documented history of attaining monthly, quarterly, and annual revenue plans.
• Experience managing a defined geographic sales territory with strong time and territory planning skills.
• Valid driver’s license with a clean driving record per company MVR guidelines (Required).

Skills

• Consultative selling
• Lead generation
• Cold calling
• Field canvassing
• Referral networks
• Appointment setting
• Territory sales planning
• CRM (Dynamics preferred)
• Competitive displacement strategies
• Negotiation
• Deal structuring
• Problem-solving
• Time management
• Territory management
• Microsoft 365 proficiency
• Written communication
• Oral communication
• Active listening

Location

• Assigned territory

Work Type

• Field-primary role
• Regular travel
• Customer site visits
• General office conditions when not in the field

Experience Level

• Minimum two (2) years of outside B2B sales experience with a demonstrated hunting/new-business emphasis

Education Level

• High school diploma or equivalent (Required)
• Bachelor’s degree or equivalent (Preferred)

About the Company

• Liquid Environmental Solutions (LES) offers a full suite of liquid waste services including FOG, oil water separator, used cooking oil, septic, and grit.