Sr. Outside Sales Account Executive - Raleigh, NC

About the role

The Senior Account Executive (SAE) will cover the East Raleigh and Sanford, NC territory in a hybrid role requiring occasional office visits, so candidates must reside in the territory. This position combines hunter and farmer responsibilities, focusing heavily on hunting new business through cold calling and prospecting, while also retaining existing accounts. Prior outside/field sales experience in a B2B setting is preferred. The SAE is responsible for prospecting and closing sales to new customers to meet budgeted sales goals, developing and implementing sound selling strategies that drive revenue growth at target or greater profitability. The role also manages existing business relationships to achieve budgeted sales and price goals by creating retention strategies, using strong negotiation to preserve business, and securing contract agreements from previously non‑contracted customers. The SAE will “save, secure, and convert” by handling cancellation requests, educating customers on contract details, and obtaining contract commitments during face‑to‑face interactions. All customer service escalations within the defined territory are resolved through this position.

Responsibilities

• Maintaining and growing billable value in assigned accounts; preventing customer account losses and growing billable value by selling permanent new waste streams, new services, and new products to current and prospective customers.
• Initiate business to business sales relationships.
• Responsible for prospecting and closing sales opportunities to achieve budgeted sales goals by developing and implementing sound selling strategies.
• Manage prospects by developing sound prospect development plans and maintaining key information in the prospect database.
• Maintain sales pipeline (both in terms of quantity and quality) to achieve goals for new sales.
• Minimize most revenue and accounts 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 sound plans on retention calls to improve the customers' service and/or profitability.
• Establish and maintain a high level of customer satisfaction.
• Propose customer solutions that are compliant with appropriate local, state and federal regulations.
• Communicate to and work with the Area Sales Managers to resolve unique customer issues.
• Demonstrate knowledge of customers' needs, pricing and competition; effectively communicate pricing and service strategies; proactively engage other WM business opportunities, referring internally as appropriate.
• Acquire in depth industry and company knowledge in order to prepare complex proposals and make recommendations on equipment optimization and leasing options.
• Maintain current knowledge of internal sale strategies and operational capabilities, and external market trends.
• Work closely and effectively communicate with Plant Managers and Brokerage Account Managers to assist in upgrading materials to increase profitability and achieve plant goals.

Requirements

Required Qualifications (Education And Experience): Bachelor's Degree (accredited) or, in lieu of a degree, High School Diploma or GED (accredited) plus 4 years of related work experience; additionally, 4 years of work experience in direct business‑to‑business sales, business‑to‑business cold calling, and phone‑based business‑to‑business prospecting that results in successfully obtaining customer appointments (in addition to the education requirement). Preferred: Recent experience with Salesforce.com (SFDC). Physical Requirements: Normal work setting includes office, work‑from‑home, and outside sales; routine use of computers, phones, and copy machines is expected.

Benefits

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