Account Manager

Why GFL?

At GFL Environmental, we’re building a better future—one community, one customer, and one solution at a time. As a growing industry leader in environmental services, GFL offers the stability of an established organization with the energy and opportunity of a high-growth company. We invest in our people, promote from within, and empower our sales professionals to build lasting relationships, drive meaningful impact, and grow rewarding careers.

Key Responsibilities

Sales Growth & Market Development

• Proactively generate new business and aggressively pursue sales opportunities to grow revenue and market share within assigned territory.

• Expand existing customer relationships through upselling, service upgrades, and solution-based selling.

• Identify, penetrate, and develop new market segments and geographic areas.

• Maintain a robust sales pipeline through prospecting, cold calling, referrals, and networking.

• Compile, manage, and maintain prospect and customer data in the ACT CRM system.

Customer Relationship Management

• Travel throughout assigned territory to meet with current and prospective customers, assess needs, and recommend solutions.

• Serve as a trusted advisor by conducting customer needs assessments, waste stream analyses, and service evaluations.

• Drive customer retention through proactive account management and issue resolution.

• Act as primary liaison for large commercial, industrial, municipal, and governmental customers.

Pricing, Contracts & Financial Acumen

• Develop a working knowledge of branch and regional profit-and-loss drivers, including pricing, margins, and cost of service.

• Prepare price quotes, negotiate contracts, and recommend credit terms in alignment with company guidelines.

• Partner with Sales Manager or General Manager when pricing outside standard rates.

• Assist in identifying substandard accounts and supporting price increase initiatives.

Product & Industry Expertise

• Maintain strong knowledge of solid waste services, equipment, pricing, and applications including roll-off, commercial placement, compaction solutions, and full-line service offerings.

• Identify recycling and diversion opportunities within customer waste streams to support sustainability goals.

• Monitor competitor activity and market trends to maintain a competitive edge.

Strategic & Business Development Initiatives

• Support bid invitations, RFP responses, and preliminary proposal preparation for municipal and governmental accounts.

• Participate in identifying acquisition candidates and support integration efforts as needed.

• Represent GFL at industry events, business meetings, conferences, and community functions to enhance brand visibility.

Compliance & Professional Standards

• Ensure compliance with all applicable federal, state/provincial, and local laws, regulations, and company policies.

• Perform additional duties as assigned by management.

Knowledge, Skills & Abilities

• Solid waste or environmental services industry experience preferred.

• 2–3 years of successful sales experience with strong consultative selling skills.

• Equivalent combination of education and experience considered.

• Valid driver’s license and ability to travel regularly.

• Strong verbal, written, and interpersonal communication skills.

• Ability to analyze business information, pricing, contracts, and regulations.

• Strong presentation skills and ability to engage diverse audiences.

• Mathematical proficiency related to pricing, margins, and volume calculations.

• Self-motivated with the ability to manage priorities independently.

Physical & Mental Demands

• Ability to stand, sit, walk, bend, reach, climb, talk, and hear.

• Visual acuity including close, distance, peripheral, and depth perception.

• Ability to regularly lift up to 10 lbs. and occasionally up to 25 lbs.

• Ability to focus, problem-solve, and make decisions throughout the workday.

Working Conditions

• Extended periods of driving within assigned territory.

• Combination of office, customer-site, and outdoor environments.

• Occasional exposure to varying weather conditions.

• Noise levels typically moderate but may occasionally be loud.

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