Sr. Outside Sales Account Executive - Memphis, TN

Senior Account Executive (SAE) will cover our Memphis, TN territory. This hybrid position requires living in the territory. It is a combo hunter/farmer role: responsible for new business and retention of existing accounts. We are looking for an aggressive hunter who loves cold‑calling and prospecting for new business. Prior outside/field sales experience in a B2B setting will be preferred.

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 selling strategies to grow revenue at target or greater profitability levels. Additionally, the role manages existing business relationships to achieve budgeted sales and price goals, utilizes strong negotiation to preserve business, and secures contract agreements from previously non‑contracted customers.

The Senior Account Executive will "save, secure, and convert" by handling all customer cancellation requests, providing education on contract details to existing customers, and obtaining customer contract commitments during face‑to‑face interactions. All escalations for customer service within the defined territory will be resolved through this position.

• Initiate business‑to‑business sales relationships
• Prospect and close sales opportunities to achieve budgeted sales goals by developing and implementing sound selling strategies
• Manage prospects by developing prospect development plans and maintaining key information in the prospect database; maintain sales pipeline to achieve new sales goals
• Minimize loss of 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 customers’ service and/or profitability
• Establish and maintain a high level of customer satisfaction
• Propose customer solutions compliant with local, state and federal regulations; communicate and work with 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 to prepare complex proposals and make recommendations on equipment optimization and leasing options
• Maintain current knowledge of external market trends and internal sales 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

This job has no supervisory duties.

• 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 prospecting resulting in successful customer appointments (in addition to education requirement)

• 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

• Normal setting: office setting, work‑from‑home office and outside sales

You’ll receive a top‑notch benefits package:
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 401(k) (4.5% with NO vesting period),
unlimited vacation time
, and we’ll also pay for continuing your education!