Senior Account Executive

WM; Fargo (ND); Hybrid; USD 59,850 - 71,250; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

Life insurance

Short-term disability

Stock purchase plan

401(k) match

Paid vacation

Holidays

Personal days

Job summary

WM in Fargo, ND is seeking a Senior Account Executive to prospect and close sales with new customers, manage relationships, and drive revenue growth. This hybrid role requires frequent customer site visits in eastern ND and western MN, with some overnight travel and the remainder from home.

You will develop sales strategies, maintain a healthy pipeline, and ensure customer satisfaction while addressing cancellations. Base pay range is provided and incentive pay applies.

Qualifications

• 4 years of direct B2B sales experience (excluding education) required.
• Experience in prospecting and closing sales with new customers.
• Ability to manage and grow sales pipeline and retain customers.

Responsibilities

• Prospect and close sales to new customers to meet budgeted goals.
• Develop and implement selling strategies to achieve revenue growth.
• Maintain sales pipeline and manage prospects to achieve new sales goals.
• Support retention by reducing cancellations and improving customer satisfaction.

Skills

B2B sales experience

Cold calling

Prospecting

Education

Bachelor's degree or equivalent

Job description

Senior Account Executive (SAE) is responsible for prospecting and closing sales to new customers to achieve budgeted sales goals. The role involves developing and implementing sound sales strategies for revenue growth, managing existing relationships for retention, and handling all customer cancellation requests and escalations to maintain and grow billable value in assigned accounts. This position is based out of Fargo, ND and requires frequent customer site visits in eastern ND/western MN, including some overnight travel, with the rest of the time working from home.

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.

Qualifications

• 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).

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 range for this hybrid position is $59,850 - $71,250. This range represents a good faith estimate for this position. The specific salary offered to a 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 incentive pay.

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.