Senior Account Executive

• Prospect and close sales to new customers to achieve budgeted sales goals
• Develop and implement selling strategies that drive revenue growth and profitability
• Manage existing business relationships and implement retention strategies
• Handle customer cancellation requests and provide ongoing education about contract details
• Obtain customer contract commitments during face-to-face interactions
• Resolve customer service escalations within the defined territory
• Maintain and grow billable value in assigned accounts by selling new waste streams, services, and products
• Initiate business-to-business sales relationships
• Develop prospect development plans and maintain prospect database information
• Maintain the sales pipeline to achieve new sales goals
• Maintain SSDO relationship health standards and proactively retain accounts
• Execute retention-call plans to improve customer service and profitability
• Establish and maintain customer satisfaction
• Communicate with Area Sales Managers to resolve unique customer issues
• Engage other WM business opportunities and refer internally as appropriate
• Prepare complex proposals and recommend equipment optimization and leasing options
• Work with Plant Managers and Brokerage Account Managers to upgrade materials, increase profitability, and achieve plant goals

• 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
• Ability to propose customer solutions that comply with local, state and federal regulations
• Knowledge of customers’ needs, pricing, and competition
• Ability to prepare complex proposals and make recommendations on equipment optimization and leasing options
• Current knowledge of internal sales strategies and operational capabilities and external market trends
• Ability to use standard office equipment such as computers, phones, and copy machines
• Must have, or be willing to obtain, a REAL  TSA-approved alternative if required to travel by air or access federal property

Demonstrates expertise in business-to-business sales, including prospecting, closing, and developing customer relationships. Proficient in preparing complex proposals and optimizing equipment leasing options while ensuring compliance with regulations.

• Business-To-Business Sales
• Customer Relationship Management
• Proposal Preparation
• Sales Strategy Development
• Regulatory Compliance

• Sales Pipeline Management
• Cold Calling
• Customer Retention Strategies
• Revenue Growth Strategies
• Contract Negotiation

• Customer Service
• Communication
• Problem Solving
• Interpersonal Skills

• REAL
• TSA-Approved Alternative

• Waste Management
• Equipment Optimization
• Market Trends
• Customer Satisfaction

• Sales Database Management
• Standard Office Equipment