• Manage and expand a portfolio of existing customer accounts • Convert new business opportunities from inbound leads • Build and maintain strong customer relationships • Conduct high-quality discovery calls and presentations • Execute account plans for priority customers • Lead commercial discussions and support negotiations • Maintain accurate CRM records and pipeline data

• Promote and sell recycling, waste, environmental compliance, and sustainability products and services tailored to customers' needs. • Develop and maintain a robust pipeline of prospective clients through proactive outreach and strategic networking to ensure new account growth and build a successful sales funnel. • Understand customer operations and regulatory requirements to design customized environmental solutions, and collaborate with internal teams to ensure proposed solutions align with customer goals. • Utilize CRM daily, schedule and document all activities, and develop robust information profiles on prospective customers to facilitate acquisition of new customers. • Develop and maintain an awareness of market behavior and competitive trends in designated markets to anticipate changing customer needs. • Maintain a thorough knowledge of the Company’s available services, lines of business and pricing structures; offer additional services to potential clients, including total waste stream management solutions, as appropriate, to grow targeted profitable revenue and contribute to Company goals and objectives. • Complete required Environmental Service Agreements, Pricing Proposals, reports, and other paperwork in a timely manner and in accordance with Company policy.

• own the multi‑year account strategy for assigned clients • serve as the primary executive‑level contact for client leadership • lead renewal strategy and negotiations, in partnership with underwriting, legal and finance • develop and present clear recommendations on pricing, guarantees, and solution design • manage relationships with consultants influencing assigned accounts • provide clear direction to internal partners, including Account Executives and functional teams

• Own the multi-year account strategy for assigned clients. • Serve as the primary executive-level contact for client leadership. • Help clients understand options, tradeoffs, and implications of complex pharmacy benefit decisions. • Lead renewal strategy and negotiations, in partnership with underwriting, legal and finance. • Develop and present clear recommendations on pricing, guarantees, and solution design. • Identify growth opportunities through disciplined financial and strategic evaluation aligned to client goals. • Leverage analytics platforms and AI-enabled tools to monitor performance and identify risks or opportunities. • Maintain working knowledge of account economics, including drug trend, pricing, rebates, and guarantees. • Interpret financial analyses and explain results clearly to client and internal leaders. • Balance client value with long-term business sustainability. • Manage relationships with consultants influencing assigned accounts. • Represent the organization clearly and professionally in competitive situations. • Bring relevant market and regulatory considerations into client discussions. • Provide clear direction to internal partners, including Account Executives and functional teams. • Escalate risks, resourcing needs, or execution issues through established leadership channels. • Diagnose client pain points and partner across the matrix to drive to solution.