Sr. Outside Sales Account Executive

WM; Nashville (TN); Hybrid; USD 90,000 - 120,000; Full time

Benefits offered by this job

Medical, Dental, Vision

Life Insurance

Short and Long Term Disability

401K match (4.5%)

Unlimited vacation

Education assistance

Employee Stock Purchase Program (ESPP)

Job summary

WM is seeking a Senior Account Executive to cover a Nashville territory in a hybrid role, with occasional office visits. The position blends hunter and farmer duties, requiring aggressive prospecting for new business and strong retention of existing accounts.

Ideal candidates will have outside sales experience in a B2B environment, with a track record in cold calling, prospecting, and closing deals. The role emphasizes relationship building and strategic account management in Middle Tennessee.

Qualifications

• Bachelor's degree or equivalent experience in sales or related field.
• 4 years of B2B sales experience, including cold calling and prospecting.
• Proven ability to prospect and close sales with new and existing customers.

Responsibilities

• Initiate B2B sales relationships.
• Prospect and close opportunities to meet sales goals.
• Manage prospects and maintain a robust sales pipeline.
• Maintain customer relationships and retention strategies.
• Develop proposals and negotiate contracts with customers.

Skills

Relationship building

Communication

Negotiation

Influence

Strategic thinking

Time management

Education

Bachelor's Degree

High School Diploma or GED + 4 years experience

Tools

CRM software

MS Office

Job description

Quick Snapshot

The Senior Account Executive (SAE) will cover a territory in the Nashville area. This will be a hybrid position with occasional visits to our local office, which means that candidates must live in Middle Tennessee. This position is a combo hunter / farmer, meaning you will be responsible for new business as well as retention of existing accounts. Ideally, we are looking for an

Quick Snapshot

The Senior Account Executive (SAE) will cover a territory in the Nashville area. This will be a hybrid position with occasional visits to our local office, which means that candidates must live in Middle Tennessee. This position is a combo hunter / farmer, meaning you will be responsible for new business as well as retention of existing accounts. Ideally, we are looking for an aggressive hunter for this role - someone who loves to cold call and prospect for new business! 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 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 escalations for customer service within the defined territory will be resolved through this position.

II. Essential Duties And Responsibilities

• 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 Waste Management 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 external market trends and internal sale strategies and operational capabilities.
• 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. Supervisory Responsibilities

This job has no supervisory duties.

IV. Qualifications

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

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).

Other Knowledge, Skills Or Abilities Required

• Build Relationships
• Communicate With Impact
• Demonstrate Adaptability
• Demonstrate Professionalism
• Initiate Action
• Produce Results
• Think Strategically
• Gain Commitment
• Influence and Negotiate
• Manage Work/Time
• Plan and Organize
• Use Ethical Practices
• Problem solving skills
• Proficient with computer and software applications

V. Work Environment

Listed below are key points regarding environmental demands and work environment of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.

• Normal setting for this job is: office setting, work from home office and outside sales.

VI. Comp & Benefits

You’ll receive a top-notch benefits package, including Medical, Dental, Vision, Life Insurance and Short and Long Term Disability. We have a great Employee Stock Purchase Program (ESPP), a fantastic company match on 401K (4.5% with NO vesting period), unlimited vacation time, and we’ll also pay for continuing your education!