Outside Sales Executive

WM (Waste Management); Baldwin Park (CA); On-site; USD 67,000 - 81,000; Full time

Benefits offered by this job

Medical Insurance

Dental Insurance

Vision Insurance

Short-term Disability

Stock Purchase Plan

401(k) Matching

Paid Vacation

Holidays

Personal Days

Job summary

WM (Waste Management) is seeking a Senior Account Executive to prospect and close sales with new customers while managing existing relationships to achieve revenue and profitability targets. The role requires frequent customer site visits and regional office work, with a base pay around $74,000 plus monthly commissions.

Ideal candidates have B2B sales experience, strong negotiation skills, and the ability to develop retention strategies to secure long-term contracts and growth across assigned

Qualifications

• Bachelor's Degree (accredited) or equivalent and 4 years of B2B sales experience.
• 4 years of direct B2B sales, cold calling, and phone prospecting.
• Experience with retention strategies and contract negotiations.

Responsibilities

• Initiate business-to-business sales relationships and close opportunities.
• Develop prospect plans and maintain a sales pipeline to achieve new sales goals.
• Protect revenue and maintain account health through retention strategies and proactive outreach.
• Meet or exceed sales targets and activity goals for growth and profitability.
• Travel to customer sites the majority of the week; work from area office the remainder.

Skills

B2B sales

Cold calling

Negotiation

Education

Bachelor's Degree

High School Diploma or GED

Job description

I. Job Summary

The Senior Account Executive (SAE) role 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. Additionally, the role is responsible for managing existing business relationships in order to achieve budgeted sales and price goals by developing and implementing sound retention strategies, utilizing strong negotiation efforts to preserve business, and securing contract agreements from previously non-contracted customers. The Senior Account Executive will "save, secure, and convert" by handling all customer cancellation requests, providing ongoing education of contract details to existing customers, and by obtaining customer contract commitments during face-to-face interactions. All customer service escalations within the defined territory will be resolved through this position. SAEs are responsible for maintaining and growing billable value in their assigned accounts. This position will require the employee to conduct customer site visits the majority of the week with the rest of the week working from the area office.

II. Essential Duties and Responsibilities

Senior Account Executives are responsible for maintaining and growing billable value in their 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 new sales goals.
• 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 comply 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.

III. Qualifications

A. Required Qualifications

Bachelor's Degree (accredited) or in lieu of degree, High School Diploma or GED (accredited) and 4 years of relative work experience

4 years of work experience in direct business-to-business sales, cold calling, and phone-based prospecting (in addition to education requirement)

B. Preferred Qualifications

Prior hunting for organic growth.

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.

Office: This job primarily operates in a professional office environment and routinely requires the use of standard office equipment such as computers, phones, copy machines, etc.

PAY: The expected base pay for this position is $74,000. This represents a good faith estimate for this position. The specific salary offered to successful candidate may be influenced by a variety of factors including the candidate's relevant experience, education, training, certifications, qualifications, and work location. In addition, this position is eligible for monthly commission.

V. 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.