Senior Account Executive

WM; Phoenix (AZ); On-site; USD 60,000 - 80,000; 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 and holidays

Job summary

A leading waste management company is seeking a Senior Account Executive based in the greater Phoenix area. This role involves prospecting new customers, managing existing relationships, and developing effective selling strategies to meet sales goals. Responsibilities include closing sales opportunities, maintaining customer satisfaction, and proposing compliant solutions. This position offers a competitive compensation package, including health insurance and paid vacation.

Qualifications

• Bachelor's Degree or equivalent is required.
• 4 years of work experience in business-to-business sales.
• Experience in cold calling and phone-based prospecting.

Responsibilities

• Prospecting and closing sales to achieve budgeted sales goals.
• Managing existing business relationships effectively.
• Developing and implementing sound selling strategies.

Skills

Direct business-to-business sales

Cold calling

Negotiation

Customer relationship management

Sales strategy development

Education

Bachelor's Degree or equivalent

High School Diploma or GED with 4 years of experience

Job description

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 is remote; however, the employee must reside in the greater Phoenix area based on customer support needs. The position requires the employee to spend the majority of the week conducting customer site visits, cold calling, and prospecting.

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 a sales pipeline (both in terms of quantity and quality) to achieve new sales goals.
• Minimize 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 to prepare complex proposals and make recommendations on equipment optimization and leasing options.
• Maintain current knowledge of internal sales 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.
• Other duties as assigned.

Qualifications

• Bachelor's Degree (accredited) or equivalent.
• 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 the education requirement).

Physical Requirements

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. 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 including Medical, Dental, Vision, Life Insurance, and Short‑Term Disability. The company also offers a Stock Purchase Plan, 401(k) match, and more! Employees receive paid vacation, holidays, and personal days. Benefits may vary by site.