Senior Account Executive

I. Job Summary

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 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.

This position will require the employee to conduct site visits the majority of the week (some overnight travel required) with the rest of the week working from home. The territory for this position is Grand Junction, Aspen and Glenwood Springs.

• 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 B2B 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 new sales goals.
• Minimize revenue loss 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 that comply with applicable local, state, and federal regulations. Communicate with 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 to prepare complex proposals and make recommendations on equipment optimization and leasing options.
• Maintain current knowledge of internal sales 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.

• Must live and work in the U.S.
• Required qualifications:
• Bachelor’s Degree (accredited) or equivalent, or in lieu of a degree.
• High School Diploma or GED (accredited) and 4 years of relative work experience.
• 4 years of work experience in direct B2B sales, cold calling, and phone‑based prospecting (in addition to education requirement).

This job primarily operates in a professional office environment and routinely requires the use of standard office equipment such as computers, phones, copy machines, etc. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of the job.

The expected base pay range for this hybrid position is $69,300–$75,000. This range is a good faith estimate for this position and the specific salary offered may be influenced by a variety of factors including the candidate’s relevant experience, education, training, certifications, qualifications, and work location. In addition, this position is eligible for incentive pay.

At WM, each eligible employee receives a competitive total compensation package that includes medical, dental, vision, life insurance, and short‑term disability. Employees also have access to a stock purchase plan, company matching on a 401(k), and more. Employees receive paid vacation, holidays, and personal days. Please note that benefits may vary by site.