Account Executive II

About the Role

The Account Executive II (AE) generates shareholder value by using a consultative retention approach for larger and/or more complex Small/Medium Business WM customers in an assigned book of business, territory, or segment. The AE manages existing business relationships focused on achieving budgeted retention goals by developing and implementing sound retention strategies, utilizing strong negotiation efforts to preserve business, securing and updating contract agreements, and growing revenues from existing customers. The role maintains a net positive business performance in the commercial space through proactive outreach, account retention, and revenue protection efforts to align customer needs with WM's growth goals.

Responsibilities

• Serve as the lead point of contact for customer account management matters in an assigned book of business.
• Establish and maintain a high level of customer satisfaction with internal and external customers.
• Build and maintain strong, long-lasting customer relationships.
• Align Waste Management products and services with customer needs, propose compliant solutions, and increase account penetration through consultative selling.
• Negotiate, update, and renew customer service agreements to maximize profits by educating customers on contract details and using strong negotiation skills.
• Resolve challenging customer requests and collaborate with the Inside Sales Manager to address escalations or issues.
• Communicate rates, charges, and service strategies with conviction, using customer incentives and concessions within profit targets and authority levels.
• Collaborate with the sales team to identify and grow opportunities within the territory and refer additional WM business opportunities internally as appropriate.
• Use Waste Management sales productivity software tools (e.g., Salesforce.com/CRM and Pricing Tools) accurately and consistently.
• Prepare reports and handle general administrative duties as needed.

Requirements

• High School Diploma or GED (accredited).
• 1 year of WM experience or 5 years of business-to-business account management at a proficient level.
• Must be physically located in the South Atlantic states (NC, SC, or GA).

Physical Requirements

Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of the job. This role primarily operates in a professional office environment and routinely requires the use of standard office equipment such as computers, phones, and copy machines.

Pay

The expected hourly pay for this position across the U.S. is $24.47/hr. The specific salary offered may be influenced by factors such as the candidate’s relevant experience, education, training, certifications, qualifications, and work location. This position is also eligible for incentive pay.

Benefits

• Competitive total compensation package including medical, dental, vision, life insurance, and short-term disability.
• Stock purchase plan.
• Company matching on a 401(k).
• Paid vacation, holidays, and personal days.

Note: Benefits may vary by site.