Senior Account Executive

Jobtailor; Harrisonburg (VA); On-site; USD 65,000 - 90,000; Full time

Job summary

Jobtailor is seeking a results-driven sales professional in Harrisonburg, VA to grow new business and manage key accounts. The role focuses on prospecting, closing, and delivering complex proposals with leasing options to optimize equipment usage and profitability.

The ideal candidate will drive revenue, maintain client satisfaction, and coordinate with area managers to resolve issues and expand service offerings within the territory.

Qualifications

• Bachelor's degree or equivalent experience in business or sales.
• 4 years of direct B2B sales experience with cold calling and appointments.
• Ability to propose customer solutions within regulations and pricing.

Responsibilities

• Prospect and close sales to new customers to achieve budgeted sales goals
• Develop and implement selling strategies that drive revenue growth and profitability
• Manage existing business relationships and implement retention strategies
• Handle customer cancellation requests and provide ongoing education about contract details
• Obtain customer contract commitments during face-to-face interactions
• Resolve customer service escalations within the defined territory
• Maintain and grow billable value in assigned accounts by selling new waste streams, services, and products
• Initiate business-to-business sales relationships
• Develop prospect development plans and maintain prospect database information
• Maintain the sales pipeline to achieve new sales goals
• Maintain SSDO relationship health standards and proactively retain accounts
• Execute retention-call plans to improve customer service and profitability
• Establish and maintain customer satisfaction
• Communicate with Area Sales Managers to resolve unique customer issues
• Engage other WM business opportunities and refer internally as appropriate
• Prepare complex proposals and recommend equipment optimization and leasing options
• Work with Plant Managers and Brokerage Account Managers to upgrade materials, increase profitability, and achieve plant goals

Skills

B2B sales

Prospecting

Closing deals

Customer relationship management

Proposal preparation

Retention strategies

Regulatory compliance

Communication

Problem solving

Education

Bachelor's Degree

High School Diploma or GED

Tools

CRM software

Sales Database Management

Office software

Job description

• Prospect and close sales to new customers to achieve budgeted sales goals
• Develop and implement selling strategies that drive revenue growth and profitability
• Manage existing business relationships and implement retention strategies
• Handle customer cancellation requests and provide ongoing education about contract details
• Obtain customer contract commitments during face-to-face interactions
• Resolve customer service escalations within the defined territory
• Maintain and grow billable value in assigned accounts by selling new waste streams, services, and products
• Initiate business-to-business sales relationships
• Develop prospect development plans and maintain prospect database information
• Maintain the sales pipeline to achieve new sales goals
• Maintain SSDO relationship health standards and proactively retain accounts
• Execute retention-call plans to improve customer service and profitability
• Establish and maintain customer satisfaction
• Communicate with Area Sales Managers to resolve unique customer issues
• Engage other WM business opportunities and refer internally as appropriate
• Prepare complex proposals and recommend equipment optimization and leasing options
• Work with Plant Managers and Brokerage Account Managers to upgrade materials, increase profitability, and achieve plant goals

Requirements

• 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, business-to-business cold calling, and phone based business-to-business prospecting resulting in successfully obtaining customer appointments
• Ability to propose customer solutions that comply with local, state and federal regulations
• Knowledge of customers’ needs, pricing, and competition
• Ability to prepare complex proposals and make recommendations on equipment optimization and leasing options
• Current knowledge of internal sales strategies and operational capabilities and external market trends
• Ability to use standard office equipment such as computers, phones, and copy machines
• Must have, or be willing to obtain, a REAL ID or TSA-approved alternative if required to travel by air or access federal property

Core Competencies

Demonstrates expertise in business-to-business sales, including prospecting, closing, and developing customer relationships. Proficient in preparing complex proposals and optimizing equipment leasing options while ensuring compliance with regulations.

Highest-signal resume keywords

• Business-To-Business Sales
• Customer Relationship Management
• Proposal Preparation
• Sales Strategy Development
• Regulatory Compliance

ATS Optimization Keywords

Hard Skills

• Sales Pipeline Management
• Cold Calling
• Customer Retention Strategies
• Revenue Growth Strategies
• Contract Negotiation

Soft Skills

• Customer Service
• Communication
• Problem Solving
• Interpersonal Skills

Certifications & Qualifications

• REAL ID
• TSA-Approved Alternative

Industry Keywords

• Waste Management
• Equipment Optimization
• Market Trends
• Customer Satisfaction

Tools & Technologies

• Sales Database Management
• Standard Office Equipment