Senior B2B Account Executive Retention; ND​/MN

• 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 business-to-business 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 most 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 the customers’ 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 to 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 in order to prepare complex proposals and make recommendations on equipment optimization and leasing options.

• Maintain current knowledge of internal sale 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.

Requirements

• 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, cold calling, and phone-based prospecting (in addition to education requirement)

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Hard Skills

• Sales Pipeline Management
• Cold Calling
• Proposal Development
• Revenue Growth Strategies
• Market Trend Analysis

Soft Skills

• Customer Satisfaction Focus
• Effective Communication
• Problem Solving
• Relationship Building
• Negotiation Skills