Senior Outside Sales Account Executive

About the role

This Senior Account Executive position covers a territory in the Atlanta area and is a hybrid role requiring occasional visits to any of our Atlanta offices. Candidates must live in the territory. The role combines new business development (hunter) with account retention (farmer).

Responsibilities

• Prospect and close sales to new customers to achieve budgeted sales goals, ensuring revenue growth at target or greater profitability levels.
• Manage existing business relationships to achieve budgeted sales and price goals through retention strategies, negotiation, and securing contract agreements.
• Handle all customer cancellation requests, provide ongoing education of contract details, and secure customer contract commitments during face-to-face interactions ("save, secure, and convert").
• Resolve all escalations for customer service within the defined territory.
• Maintain and grow billable value in assigned accounts by selling new waste streams, services, and products to current and prospective customers.
• Initiate and develop B2B sales relationships, including prospecting, closing sales, and managing prospects with sound development plans.
• 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 through retention calls that improve customer service and/or profitability.
• Establish and maintain high levels of customer satisfaction.
• Propose compliant customer solutions in line 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.

Requirements

• 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 B2B sales, B2B cold calling, and phone-based B2B prospecting resulting in successfully obtaining customer appointments (in addition to education requirement).
• Prior outside/field sales experience in a B2B setting is preferred.
• Preferred: Recent experience with Salesforce.com (SFDC).

Physical Requirements

Normal setting for this job includes an office environment, work from home, and outside sales. Routine use of computers, phones, and copy machines should be expected.

Benefits

• Medical, Dental, Vision, Life Insurance, and Short and Long Term Disability.
• Employee Stock Purchase Program (ESPP).
• 401K company match of 4.5% with no vesting period.
• Unlimited vacation time.
• Annual education assistance benefit.