Senior Outside Sales Account Executive

WM; Atlanta (GA); Hybrid; USD 90,000 - 140,000; Full time

Benefits offered by this job

Medical

Dental

Vision

Life Insurance

Disability Insurance

ESPP

401K match

Unlimited vacation

Education assistance

Job summary

WM in the Atlanta area is looking for a Senior Account Executive to drive new business while managing and growing existing accounts in a hybrid role. The SAE will visit WM offices in Atlanta as needed and balance hunter and farmer duties to maximize revenue from the territory.

Responsibilities include developing selling strategies, maintaining a robust pipeline, and negotiating contract terms to achieve budgeted sales and profitability.

Qualifications

• Bachelor's degree or equivalent required.
• 4+ years of direct B2B sales experience.
• Proven prospecting and closing track record.
• Salesforce.com experience preferred.

Responsibilities

• Maintain and grow billable value in assigned accounts.
• Prospect and close new sales opportunities to hit budgeted goals.
• Develop and implement retention strategies to preserve business.
• Manage sales pipeline and forecast with accuracy.
• Coordinate with Plant Managers and Brokerage AMs to optimize offerings.

Skills

B2B sales

Account management

Prospecting

Negotiation

Relationship building

Education

Bachelor's Degree or equivalent

High School Diploma or GED

Tools

Salesforce.com (SFDC)

Job description

Quick Snapshot

The Senior Account Executive (SAE) will cover a territory in the Atlanta area. This will be a hybrid position with occasional visits to any of our offices in Atlanta, which means that candidates must live in the territory. This position is a combo hunter / farmer, meaning you will be responsible for new business as well as retention of existing accounts. Prior outside / field sales experience in a business to business (B2B) setting will be preferred.

I. Job Summary

The Senior Account Executive 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 SAE 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 escalations for customer service within the defined territory will be resolved through this position.

II. Essential Duties And Responsibilities

• SAEs 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 goals for new sales.
• 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 are compliant 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

The requirements listed below are representative of the qualifications necessary to perform the job.

Required Qualifications (Education And Experience)

• 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 (in addition to education requirement)
• Preferred: Recent experience with Salesforce.com (SFDC).

IV. Physical Requirements

• Normal setting for this job is: office setting, work from home, and outside sales. Routine use of computers, phones, and copy machines should be expected.

V. Benefits

• Medical
• Dental
• Vision
• Life Insurance
• Short and Long Term Disability
• Employee Stock Purchase Program (ESPP)
• company match on 401K (4.5% with NO vesting period)
• unlimited vacation time
• annual education assistance benefit available for team members