Outside Account Executive III - Coastal MS, AL, and FL Panhandle

WM; Pensacola (FL); On-site; USD 70,000 - 110,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

401(k) with company match

Stock purchase plan

Paid vacation

Personal days

Job summary

WM is seeking an Outside Account Executive III to manage a defined book of business in the Pensacola, FL area and surrounding territory. The role focuses on consultative retention, revenue protection, and renewal of service agreements for mid-sized WM customers.

The AE will expand relationships, drive revenue growth, and mentor junior staff while collaborating with internal teams to align WM products with customer needs and regulatory requirements.

Qualifications

• High School Diploma or GED required.
• 6+ years of business-to-business account management experience.
• Strong negotiation and relationship-building abilities.
• Ability to align WM products with customer needs and regulations.

Responsibilities

• Serve as the lead point of contact for customer account management matters in an assigned book of business.
• Maintain high levels of customer satisfaction and build long-lasting relationships.
• Negotiate, update, and renew customer service agreements to maximize profits.
• Collaborate with Inside Sales Manager to resolve escalations and issues.
• Use Salesforce and pricing tools to prepare reports and manage accounts.

Skills

Account management

Negotiation

Relationship building

Time management

Leadership/mentorship

Sales strategy

Education

High School Diploma or GED

Tools

Salesforce

Pricing tools

Job description

Quick Snapshot

Please note that this is an Outside Account Executive III position, and candidates need to live locally within the territory that it covers:

• South Mississippi, Gulfport / Hattiesburg / Biloxi to West Mobile, AL
• East Mobile / Baldwin County, AL and Pensacola, FL

I. Job Summary

The Account Executive III (Outside) generates shareholder value by using a consultative retention approach for larger and/or more complex Small/Medium Business WM customers in an assigned book of business, territory/segment. The AE manages existing business relationships focused on achieving budgeted retention goals by developing and implementing sound retention strategies, utilizing strong negotiation efforts to preserve business, and securing and updating contract agreements from WM customers as well as growing revenues from existing customers. The role of the AE is to maintain a net positive business performance in the commercial and industrial space through proactive outreach, account retention and revenue protection efforts to maintain a mutually beneficial alignment between the customer and WM's growth goals. The AE is additionally responsible for generating revenue growth for WM by networking and capitalizing on cultivated relationships as well as acting as a mentor for the growth of internal staff.

II. Essential Duties And Responsibilities

• Customer interaction (external and internal), response & follow up
• Serve as the lead point of contact for customer account management matters in an assigned book of business, establish and maintain a high level of customer satisfaction with internal and external customers, and build and maintain strong, long-lasting customer relationships
• Align WM products and services with customer needs, propose solutions that are compliant with appropriate local, state and federal regulations, and increase account penetration through consultative selling skills
• Negotiate, update, and renew customer service agreements to maximize profits by providing ongoing education of contract details and use of strong negotiation skills
• Resolve challenging customer requests and collaborate with the Inside Sales Manager to resolve all customer escalations or issues
• Communicate rates, charges and service strategies with conviction as well as understand and effectively use customer incentives and concessions within appropriate profit targets and level of authority
• Collaborate with sales team to identify and grow opportunities within territory and engage additional WM business opportunities, referring internally as appropriate
• Generate expanded relationships and revenue growth for WM by networking and capitalizing on cultivated relationships
• Administrative work
• Use WM sales productivity software tools accurately and consistently (i.e. Salesforce.com/Customer Relationship Management and Pricing Tools)
• Prepare reports as needed and/or handle general administrative duties as appropriate
• Leadership/Mentoring
• Take the lead to mentor WM account management and sales staff to develop WM’s internal bench strength. This could include orienting newly hired personnel in the organization as well as helping seasoned professionals looking for personal growth and development.
• Proactively seek out opportunities to share best practices and develop the talents of others within WM.

III. Qualifications

• Required Qualifications
• High School Diploma or GED (accredited)
• 6 of business to business account management experience at a mastery level
• Knowledge, Skills and Abilities
• Ability to effectively convert customer cancellation requests
• Ability to build relationships (advanced)
• Ability to set goals
• Proficient in time management
• Proficient in computer skills
• High impact communication
• Planning and organization
• Ability to negotiate (advanced)
• Financial acumen
• Leadership/mentorship skills

IV. Physical Requirements

Listed below are key points regarding physical demands, physical and occupational risks, and the work environment of the job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of the job.

Benefits

At WM, each eligible employee receives a competitive total compensation package that includes medical, dental, vision, life insurance, and short-term disability. In addition, we offer a stock purchase plan, company matching on a 401(k), and more. Employees also receive paid vacation, holidays, and personal days. Please note that benefits may vary by site.