Sr. Account Executive

About the role

The Senior Account Executive is responsible for identifying leads and proactively prospecting and selling new and profitable business within an assigned geographic area. The Account Executive sells the full suite of Republic Services products, including small and large containers for municipal solid waste and recycling, as well as electronic and universal recycling.

Responsibilities

• Identifies viable leads, manages prospects and acquires new, profitable commercial, industrial and recycling business to meet and exceed monthly established targeted revenue goals.
• Sells at 1.5 times the level of an Account Executive.
• Follows up on leads received by Lead Generators within 2 hours and creates a follow-up task in Salesforce to determine the next step.
• Utilizes Salesforce on a daily basis, schedules and documents all activities, and develops robust information profiles on prospective customers to facilitate acquisition of new customers.
• Prepares and delivers sales presentations to prospective new clients; follows up with key customer decision makers to close sales.
• Completes consistent scheduled phone blocks and cold call prospecting activities to establish initial and follow-up appointments with decision-makers.
• Develops and maintains an awareness of market behavior and competitive trends in designated markets to anticipate changing customer needs.
• Maintains a thorough knowledge of the Company’s available services, lines of business, and pricing structures; offers additional services to existing and potential commercial, industrial and recycling clients, including total waste stream management solutions, as appropriate, to grow targeted profitable revenue and contribute to Company goals and objectives.
• Completes required Customer Service Agreements, reports and other paperwork in a timely manner and in accordance with Company policy.
• Regularly meets with Sales Manager to review weekly customer retention and relationship activities, progress versus goals and status of key customer relationships.
• Buys and develops relationships and increases Company visibility through participation in Company-sponsored activities as required; attends trade shows, chamber of commerce events and other events, as necessary.
• Acts as a Company representative at community events, where required.
• Coaches and develops the Account Executives.
• Periodically acts as the acting Sales Manager and performs the job related duties as needed.

Qualifications

• Minimum of 10 years of relevant sales experience.
• Minimum of 5 years of direct selling experience in a customer-facing role that includes identifying and addressing customer needs.
• Valid driver’s license.

Skills

• Strong communication and presentation skills.
• Ability to build and maintain relationships with customers and colleagues.
• Knowledge of Republic Services’ products and services.
• Proficiency in Salesforce.

Benefits

Comprehensive medical benefits coverage, dental plans and vision coverage. Health care and dependent care spending accounts. Short- and long-term disability. Life insurance and accidental death & dismemberment insurance. Employee and Family Assistance Program (EAP). Employee discount programs. 401(k) plan with a generous company match. Employee Stock Purchase Plan (ESPP). Paid Time Off (PTO).

Pay

The pay range for this position is $71,600.00 to $98,450.00*