Senior Account Executive

Job Summary

The Senior Account Executive (SAE) role is responsible for prospecting and closing sales to new customers to achieve budgeted sales goals. This position develops and implements sound selling strategies that ensure revenue growth at target or greater profitability levels by selling to new customers. Additionally, the role manages existing business relationships to achieve budgeted sales and price goals through retention strategies, strong negotiation, and securing contract agreements from previously non‑contracted customers. The SAE “saves, secures, and converts” by handling all customer cancellation requests, providing ongoing education of contract details, and obtaining contract commitments during face‑to‑face interactions. All customer service escalations within the defined territory are resolved through this position, and SAEs are responsible for maintaining and growing billable value in their assigned accounts.

Essential Duties and Responsibilities

• Maintain and grow billable value in assigned accounts; prevent account losses and increase value by selling new waste streams, services, and products to current and prospective customers.
• Initiate business‑to‑business sales relationships.
• Prospect and close sales opportunities to achieve budgeted sales goals by developing and implementing effective selling strategies.
• Develop prospect development plans and maintain key information in the prospect database.
• Maintain a robust sales pipeline (quantity and quality) to meet new sales targets.
• Minimize revenue loss and account attrition by maintaining SSDO relationship health standards and diffusing cancellation requests.
• Meet or exceed sales call activity goals for proactive account retention.
• Increase revenue and profitability by executing retention call plans that improve customer service and profitability.
• Establish and maintain a high level of customer satisfaction.
• Propose customer solutions that comply with local, state, and federal regulations.
• Collaborate with Area Sales Managers to resolve unique customer issues.
• Demonstrate knowledge of customers’ needs, pricing, and competition; communicate pricing and service strategies; proactively engage other WM business opportunities and refer internally as appropriate.
• Acquire in‑depth industry and company knowledge to prepare complex proposals and recommend equipment optimization and leasing options.
• Maintain current knowledge of internal sales strategies, operational capabilities, and external market trends.
• Work closely with Plant Managers and Brokerage Account Managers to upgrade materials, increase profitability, and achieve plant goals.

Qualifications

Required Qualifications

• Bachelor’s Degree (accredited) or, in lieu of a degree, a High School Diploma or GED (accredited) plus 4 years of related work experience.
• 4 years of experience in direct business‑to‑business sales, cold calling, and phone‑based prospecting resulting in successful customer appointments.

Preferred Qualifications

• Additional relevant experience or education that enhances the ability to perform the role.

Physical Requirements

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

Benefits

• Medical, dental, vision, life insurance, and short‑term disability coverage.
• Stock purchase plan.
• Company‑matched 401(k) plan.
• Paid vacation, holidays, and personal days.
• Benefits may vary by site.