Senior Account Executive

About the Role

The Senior Account Executive (SAE) 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. The role also manages existing business relationships to achieve budgeted sales and price goals through retention strategies, negotiation, and securing contract agreements. The SAE will handle customer cancellation requests, provide ongoing education on contract details, and obtain customer contract commitments during face-to-face interactions. All customer service escalations within the defined territory will be resolved through this position. SAEs maintain and grow billable value in their assigned accounts.

Responsibilities

• Maintain and grow billable value in assigned accounts by preventing customer account losses and selling new waste streams, services, and products.
• Initiate business-to-business sales relationships and close sales opportunities to achieve budgeted sales goals.
• Develop and implement prospect development plans, maintaining key information in the prospect database.
• Maintain a sales pipeline (both in quantity and quality) to achieve new sales goals.
• Minimize revenue and account losses by maintaining 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 plans to improve customer service and/or profitability.
• Establish and maintain a high level of customer satisfaction.
• Propose customer solutions compliant with local, state, and federal regulations.
• Communicate and collaborate with Area Sales Managers to resolve unique customer issues.
• Demonstrate knowledge of customers’ needs, pricing, and competition; communicate pricing and service strategies effectively.
• 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 and communicate effectively with Plant Managers and Brokerage Account Managers to upgrade materials and increase profitability.

Qualifications

• Bachelor's Degree (accredited) or High School Diploma or GED (accredited) plus 4 years of relative work experience.
• 4 years of work experience in direct business-to-business sales, cold calling, and phone-based prospecting resulting in successfully obtaining customer appointments (in addition to education requirement).

Physical Requirements

Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of the job.

Benefits

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

Note: Benefits may vary by site.