Sr. Outside Sales Account Executive - Jackson, MI

Sr. Outside Sales Account Executive - Jackson, MI

Jackson, MI, United States and 1 more (Hybrid)

The Senior Account Executive (SAE) will cover Jackson, MI and everything along the I‑90 corridor over to Belleville, MI. This position will mostly work from home and candidates must live in the territory. The role is a combo hunter/farmer, meaning you will be responsible for new business (hunting) as well as retention of existing accounts (farming), with a heavy emphasis on hunting (in‑person 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 sound selling strategies that ensure revenue growth at target or greater profitability levels by selling to new customers. Additionally, the role manages 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 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 are resolved through this position.

• Maintain and grow billable value in assigned accounts; prevent customer account losses and grow billable value by selling permanent new waste streams, new services, and new products to current and prospective customers.
• 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 goals for new sales.
• Minimize revenue and account losses 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 customer service and/or profitability.
• Establish and maintain a high level of customer satisfaction.
• Propose customer solutions that comply with appropriate local, state and federal regulations. Communicate with 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 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 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.

• Bachelor’s Degree (accredited) or equivalent.
• High School Diploma or GED (accredited) and 4 years of relative work experience.
• 4 years of direct B2B sales, business‑to‑business cold calling, and phone‑based B2B prospecting resulting in successful customer appointments (in addition to the education requirement).
• Preferred:
  Recent experience with  (SFDC).

• Normal setting: office, work‑from‑home, and outside sales. Routine use of computers, phones, and copy machines is expected.

You’ll receive a top‑notch benefits package, including Medical, Dental, Vision, Life Insurance, and Short and Long Term Disability. There is an Employee Stock Purchase Program, a company match on 401K (4.5% with no…