Sr. Outside Sales Account Executive - NW Alabama

WM; Florence (AL); Hybrid; USD 70,000 - 90,000; Full time

Benefits offered by this job

Medical and Dental Insurance

401K with company match

Unlimited vacation

Education assistance benefit

Job summary

A waste management company is seeking a Sr. Outside Sales Account Executive to focus on new business and account retention in Northwest Alabama. The ideal candidate should possess a Bachelor's degree or equivalent work experience and a strong background in B2B sales, especially cold calling. The role requires building customer relationships, achieving sales goals, and managing existing accounts effectively. This mid-senior level position offers a full-time hybrid work model, competitive benefits including medical and retirement plans, and opportunities for professional growth.

Qualifications

• 4 years of B2B sales experience, including cold calling.
• Experience in managing client relations and achieving sales goals.
• Educational background in a relevant field or equivalent work experience.

Responsibilities

• Prospect and close new customer sales.
• Manage existing business relationships.
• Develop and implement sales strategies.
• Ensure high customer satisfaction and retention.

Skills

Build Relationships

Communicate With Impact

Problem solving skills

Influence and Negotiate

Demonstrate Adaptability

Demonstrate Professionalism

Education

Bachelor's Degree

High School Diploma or GED and 4 years of related work experience

Tools

Computer software applications

Job description

Sr. Outside Sales Account Executive - NW Alabama

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Quick Snapshot

The Senior Account Executive (SAE) will cover our Northwest Alabama territory, which includes Florence, Muscle Shoals, and Tuscumbia AL, as well as Corinth, MS.

This will be a hybrid position with regular visits to our local office in Tuscumbia, AL, 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, with a heavy emphasis on hunting - cold calling and prospecting for new business. Prior outside/field sales experience in a business to business (B2B) setting will be preferred.

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.

In addition to acquiring new business, the SAE will handle all customer cancellation requests, provide ongoing education of contract details to existing customers, and obtain customer contract commitments during face-to-face interactions. All escalations for customer service within the defined territory will be resolved through this position.

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 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.

Qualifications

• 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 B2B sales, B2B cold calling, and phone-based B2B 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

Work Environment

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

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 an annual education assistance benefit available for team members!

Referrals increase your chances of interviewing at WM by 2x.

Seniority level

Mid-Senior level

Employment type

Full-time

Job function

Sales and Business Development