Broker Account Manager

Broker Account Manager – National Accounts Liberty Waste Solutions & Waste Eliminator Department: Sales Reports To: Commercial Leadership Position Type: Full-Time Territory: North Carolina, South Carolina, and Georgia Position Summary Liberty Waste Solutions and Waste Eliminator are seeking a results-driven Broker Account Manager to oversee, retain, and grow our combined national and regional waste brokerage business across North Carolina, South Carolina, and Georgia. This position will serve as the primary relationship manager for assigned broker partners, including national waste management companies such as Quest, Rubicon, Lincoln Waste Solutions, Keter, and other third-party waste brokers. The Broker Account Manager will be responsible for managing existing broker relationships, identifying opportunities to expand our share of business, negotiating competitive and profitable pricing, and coordinating with internal teams to ensure consistent service delivery across both companies. The ideal candidate will combine strong relationship management skills with a proactive sales mindset, balancing revenue growth, customer retention, service performance, and profitability.

Key Responsibilities

Broker Relationship Management

• Serve as the primary point of contact for assigned national and regional waste brokerage partners across Liberty Waste Solutions and Waste Eliminator.
• Develop and maintain strong relationships with broker account managers, vendor management teams, procurement departments, and key decision-makers.
• Establish consistent communication and conduct regular business reviews with assigned broker partners.
• Represent both companies as a coordinated service provider capable of supporting multi-location customers throughout our combined geographic footprint.
• Strengthen relationships to increase preferred vendor opportunities and secure a larger share of broker business.

Revenue Growth & Business Development

• Own the retention and profitable growth of the combined broker account portfolio.
• Proactively identify and pursue new business opportunities from existing and prospective brokerage partners.
• Work with brokers to secure additional locations, expand existing services, and identify new customer opportunities throughout NC, SC, and GA.
• Respond to broker pricing requests, RFPs, and new service opportunities.
• Coordinate with regional Sales and Operations teams to evaluate service availability, operational capacity, and pricing.
• Identify opportunities to leverage the combined geographic footprint and service capabilities of both companies.
• Track new business wins, lost opportunities, cancellations, and revenue growth by broker and operating company.

Pricing & Profitability Management

• Regularly review broker account pricing, revenue, service costs, and profitability.
• Identify underperforming accounts and develop recommendations to improve margins.
• Manage the implementation of approved price increases, fuel fees, and other applicable charges.
• Negotiate broker pricing and contract terms within established company guidelines.
• Ensure pricing remains competitive while protecting company profitability.
• Partner with Sales Leadership and Finance to evaluate financial performance and pricing opportunities.

Service Coordination & Account Retention

• Work closely with Operations, Customer Care, and Billing teams across both companies to ensure consistent service performance.
• Serve as the primary escalation contact for significant broker service concerns, recurring issues, and account-level disputes.
• Coordinate timely issue resolution while maintaining strong broker relationships.
• Identify service-related risks that could lead to lost business and proactively develop retention strategies.
• Maintain accountability for broker satisfaction without assuming responsibility for routine daily service requests.

CRM, Reporting & Account Performance

• Maintain accurate broker account information, sales activities, opportunities, pricing, and customer communications within HubSpot and other approved company systems.
• Develop and maintain a consolidated view of broker revenue and performance across both operating companies.
• Track account retention, organic growth, new business opportunities, and profitability trends.
• Maintain visibility into upcoming renewals, pricing adjustments, and contractual obligations.
• Provide regular performance updates to Commercial Leadership, highlighting revenue trends, growth opportunities, account risks, and recommended actions.
• Coordinate with Finance and Billing to resolve account discrepancies and ensure revenue accuracy.

Key Performance Indicators (KPIs)

Performance will be evaluated based on:

• Revenue Retention: Maintain and protect existing broker revenue across both companies.
• Organic Revenue Growth: Generate incremental revenue through new locations, additional services, and expanded broker relationships.
• New Business Development: Increase new account wins and improve the companies' share of broker business within their service territories.
• Account Profitability: Maintain and improve broker account margins through effective pricing and account management.
• Pricing Execution: Successfully implement approved price increases, fuel fees, and other pricing adjustments.
• Customer Retention: Minimize avoidable cancellations and lost revenue.
• Broker Relationships: Maintain consistent engagement and strengthen preferred vendor positioning.
• CRM Compliance: Ensure accurate and timely documentation of account activity, opportunities, and performance.

Qualifications

• 3+ years of account management, national account sales, or business development experience preferred.
• Experience in waste management, environmental services, logistics, transportation, or related industries strongly preferred.
• Experience managing waste brokerage relationships or multi-location customer accounts is highly desirable.
• Proven ability to retain existing business while generating new revenue opportunities.
• Strong negotiation, communication, relationship-building, and problem-solving skills.
• Ability to analyze account revenue, pricing, costs, and profitability.
• Proficiency with CRM systems, preferably HubSpot, and Microsoft Excel.
• Strong organizational skills with the ability to manage multiple accounts across geographic markets.
• Ability to work effectively with Sales, Operations, Customer Care, and Finance teams across multiple operating companies.

What Success Looks Like A successful Broker Account Manager will position Liberty Waste Solutions and Waste Eliminator as preferred service providers for national and regional waste brokers throughout our combined service territory. Success will be measured by the ability to protect existing revenue, expand broker relationships, capture additional profitable business, improve account performance, and create a consistent and responsive experience for our brokerage partners. This is a commercially focused account management position requiring proactive business development, relationship management, and accountability for profitable revenue growth - not simply customer service or account administration.