PATRICK R. GILLESPIE
Guilderland,NY
Summary
Account Manager with a strong background in the environmental services sector, managing a 17M portfolio. Known for building key relationships and consistently exceeding financial targets through strategic account development and contract negotiations.
Overview
23
23
years of professional experience
1
1
Certification
Work History
Senior Account Manager
CLEAN HARBORS ENVIRONMENTAL SERVICES, INC.
Albany , NY
12.2013 - Current
- Responsible for managing a 17M book of business focused on Chemical, High Technology, Pharmaceutical, Higher Education and General Manufacturing.
- Build and develop key relationships with Operations Managers, Purchasers, EHS Managers and Engineers.
- Meet and exceed monthly, quarterly and annual budgets by ensuring continual business, selling additional lines of business and developing new prospect accounts.
- Management of profit margin to ensure company goals are obtained.
- Accurately forecast and manage new opportunities through CRM tool salesforce.com.
- Administer and conduct customer trainings for online services setup.
- Prepare and present quarterly and end of the year business reviews to major accounts that include multiple departments to ensure customer objectives are met.
- Work cooperatively with internal operations team to ensure customer expectations are met.
- Provide technical assistance to clients with classification of RCRA and non-RCRA regulated waste.
- Maintain a current working knowledge of RCRA, EPA, DEC, DOT and OSHA regulations.
- Provide technical consulting to clients to ensure they are in compliance with regulatory agencies.
- Contract negotiating that includes multi-year and master service agreements.
- New hire mentoring.
Territory Account Manager
SAFETY-KLEEN SYSTEMS, INC.
12.2010 - 12.2013
- Managed a $5M book of business that included national, regional, and key accounts.
- Cultivated strategic relationships with Operations Managers, Purchasers, EHS Managers, and Engineers to enhance collaboration and drive business growth.
- Met and exceeded monthly, quarterly and annual budgets by ensuring continual business, selling additional lines of business and developing new prospect accounts.
- Forecasted and managed new opportunities through MS Dynamics CRM to support targeted sales initiatives.
- Provided technical assistance to clients with classification of RCRA and non-RCRA regulated waste.
- Maintained a current working knowledge of RCRA, EPA, DEC, DOT and OSHA regulations.
- Delivered technical assistance to clients to maintain compliance with regulatory agencies.
- Negotiated client contracts to establish favorable terms, ensuring alignment with business objectives.
- Supported new employee onboarding by mentoring and sharing best practices.
Industrial Account Manager
SAFETY-KLEEN SYSTEMS, INC.
05.2006 - 12.2010
- Managed manufacturing accounts within a geographic territory.
- Maintained and grew numerous fortune 500 accounts at the local level.
- Technical customer assistance with the classification of RCRA regulated waste.
- Managed, tracked and documented the disposal of hazardous and non-hazardous waste from industrial clients in accordance with local, state and federal regulations.
- Provided technical consulting to clients to ensure they were in regulatory compliance with RCRA, EPA, DEC and OSHA regulations.
- On-site project management and supervision to ensure project accuracy, customer satisfaction and completion.
- Accurately forecasted and managed new sales opportunities through CRM tool salesforce.com.
- Executed contract negotiations to align with company objectives.
- Achieved and exceeded new business development goals.
- Recipient of Overall Top Performance Award in the New England district for multiple fiscal periods.
- Presidents council recipient 2010.
Operations Manager
COLONIAL ACRES NURSERY
01.2003 - 05.2006
- Maximized profitably through profit and loss analysis.
- Managed a staff of eight with superior communication and motivational skills to ensure maximum employee output.
- Maintained and improved supplier and wholesale account relations.
- Managed accounts receivable on wholesale accounts.
- Technical assistance in design and planning for retail and wholesale accounts.
- Conducted hiring and training for new employees to enhance team capabilities.
Education
BBA - Business Administration
Sage College of Albany
Albany, NYASSOCIATE OF APPLIED SCIENCE - Criminal Justice
SUNY Schenectady County Community College
Schenectady, NYGENERAL STUDIES - Course worked completed
SUNY Plattsburgh
Plattsburgh, NYREGENTS DIPLOMA -
Guilderland Central High School
Guilderland, N.Y.Skills
- Account management
- RCRA compliance
- New business development
- Environmental health and safety
- Market trend analysis
- Environmental consulting
- Profit and loss analysis
- Project Management
- Team leader
- Sustainability objectives
- Relationship building
- Effective communication
- Contract negotiation
- High level of organization
- Superior level customer service
Certification
- Wilson Learning: Counselor SalesPerson
- Wilson Learning: Negotiating to Yes - Improving Profits and Strengthening Relationships
- 40hr HAZWOPER (Hazardous Waste Operations and Emergency Response)
- U.S. DOT Hazardous Materials
Accomplishments
- Presidents' council recipient 2010.
- Ranked third in company for selling major line of business.
- Repeated recipient of Top Performer Award for new sales in New England District.
- Member of Alpha Sigma Lambda Honor Society.
- 2022 Chairman's Nomination - Account Manager of the Year
Additional Information - Volunteer Experience
Assistant Varsity Ice Hockey Coach, Guilderland Central High School, 2001-2008, Development of student athletes to compete at the varsity level., Assisted head coach in planning game and practice strategies.
Timeline
Senior Account Manager
CLEAN HARBORS ENVIRONMENTAL SERVICES, INC.
12.2013 - Current
Territory Account Manager
SAFETY-KLEEN SYSTEMS, INC.
12.2010 - 12.2013
Industrial Account Manager
SAFETY-KLEEN SYSTEMS, INC.
05.2006 - 12.2010
Operations Manager
COLONIAL ACRES NURSERY
01.2003 - 05.2006
BBA - Business Administration
Sage College of Albany
ASSOCIATE OF APPLIED SCIENCE - Criminal Justice
SUNY Schenectady County Community College
GENERAL STUDIES - Course worked completed
SUNY Plattsburgh
REGENTS DIPLOMA -
Guilderland Central High School