Senior Account Executive

Senior Account Executive

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.

Essential duties and responsibilities include:

• Maintaining and growing billable value in 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.
• Initiating business-to-business sales relationships.
• Prospecting and closing sales opportunities to achieve budgeted sales goals by developing and implementing sound selling strategies.
• Managing prospects by developing sound prospect development plans and maintaining key information in the prospect database. Maintaining sales pipeline (both in terms of quantity and quality) to achieve new sales goals.
• Minimizing most revenue and accounts by maintaining SSDO relationship health standards and diffusing cancellation requests. Meeting or exceeding sales call activity goals for proactive account retention.
• Increasing revenue and profitability by executing sound plans on retention calls to improve the customers' service and/or profitability.
• Establishing and maintaining a high level of customer satisfaction.
• Proposing customer solutions that comply with appropriate local, state and federal regulations. Communicating to and working with the Area Sales Managers to resolve unique customer issues.
• Demonstrating knowledge of customers' needs, pricing and competition; effectively communicating pricing and service strategies; proactively engaging other WM business opportunities, referring internally as appropriate.
• Acquiring in-depth industry and company knowledge in order to prepare complex proposals and make recommendations on equipment optimization and leasing options.
• Maintaining current knowledge of internal sale strategies and operational capabilities, and external market trends.
• Working closely and effectively communicating with Plant Managers and Brokerage Account Managers to assist in upgrading materials to increase profitability and achieve plant goals.

Required qualifications include:

• 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).

At WM, each eligible employee receives a competitive total compensation package including Medical, Dental, Vision, Life Insurance and Short Term Disability. As well as a Stock Purchase Plan, Company match on 401K, and more! Our employees also receive Paid Vacation, Holidays, and Personal Days. Please note that benefits may vary by site.