Senior Account Executive

WM; Prescott (AL); Hybrid; USD 90,000 - 130,000; Full time

Benefits offered by this job

Stock purchase plan

401(k) matching

Paid vacation

Paid holidays

Personal days

Job summary

WM is seeking a Senior Account Executive to prospect and close sales with new customers and manage existing relationships. The role focuses on achieving budgeted sales goals, developing effective selling strategies, and securing contract commitments through face-to-face interactions.

The SAE will travel to customer sites most of the week and work from home the remainder, covering the northern AZ territory. Key duties include maintaining and growing billable value in accounts, initiating B2B

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)

Responsibilities

• Maintain and grow billable value in assigned accounts; prevent customer losses and grow through new services and products.
• Initiate business-to-business sales relationships.
• Prospect and close sales opportunities to achieve budgeted goals with sound selling strategies.
• Manage prospects by developing plans and maintaining key information in the prospect database; maintain sales pipeline to achieve new sales goals.
• Minimize revenue losses by maintaining SSDO relationship health standards and addressing cancellation requests; meet or exceed sales call activity goals.
• Increase revenue by executing retention plans to improve customer service and profitability.
• Establish and maintain a high level of customer satisfaction.
• Propose customer solutions compliant with local, state and federal regulations; coordinate with Area Sales Managers to resolve issues.
• Demonstrate knowledge of pricing and service strategies; engage WM opportunities internally as appropriate.
• Acquire knowledge to prepare complex proposals and provide recommendations on equipment optimization and leasing options.
• Maintain knowledge of internal sale strategies, capabilities, and external market trends.
• Collaborate with Plant Managers and Brokerage Account Managers to upgrade materials and increase profitability.

Skills

B2B sales

Cold calling

Prospecting

Negotiation

Account management

Education

Bachelor's Degree

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 home. The territory for this position is northern AZ.

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 experience hunting and pursuing cold leads.

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.

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.

ABOUT WM

WM (WM.com) is North America's leading provider of comprehensive environmental solutions. Previously known as Waste Management and based in Houston, Texas, WM is driven by commitments to put people first and achieve success with integrity. The company, through its subsidiaries, provides collection, recycling and disposal services to millions of residential, commercial, industrial, medical and municipal customers throughout the U.S. and Canada. With innovative infrastructure and capabilities in recycling, organics and renewable energy, WM provides environmental solutions to and collaborates with its customers in helping them pursue their sustainability goals. WM has the largest disposal network and collection fleet in North America, is the largest recycler of post‑consumer materials and is a leader in beneficial use of landfill gas, with a growing network of renewable natural gas plants and the most landfill gas‑to‑electricity plants in North America. WM’s fleet includes more than 12,000 natural gas trucks – the largest heavy‑duty natural gas truck fleet in the industry in North America. Healthcare Solutions provides collection and disposal services of regulated medical waste, as well as secure information destruction services, in the U.S., Canada and Western Europe. To learn more about WM and the company’s sustainability progress and solutions, visit Sustainability.WM.com.

Equal Employment Opportunity

For United States: WM is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, gender identity, national origin, age, disability, status as a protected veteran or any other characteristic protected under applicable federal, state, or local law.

For Canada: WM is committed to the principle of equal employment for all applicants and employees, without discrimination on the basis of all grounds protected by applicable human rights legislation. Accommodations are available on request for candidates taking part in all aspects of the selection process. Please notify us if you require accommodation.

Real ID

In order to travel by air or access federal property, federal law requires individuals have a REAL ID or an acceptable alternative. This position may require the successful candidate to travel by air for business reasons or service federal property. Accordingly, successful candidates must have, or be willing to obtain, a REAL ID or TSA‑approved alternative.