Senior Account Executive

• Prospect and close sales to new customers to achieve budgeted sales goals
• Develop and implement selling strategies for revenue growth and profitability
• Manage existing business relationships and achieve sales and pricing goals
• Develop retention strategies, negotiate to preserve business, and secure contract agreements
• Handle customer cancellation requests and provide ongoing education on 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
• Sell permanent new waste streams, services, and products to current and prospective customers
• Initiate business-to-business sales relationships
• Develop prospect plans and maintain prospect database information
• Maintain sales pipeline quantity and quality
• Conduct proactive account-retention calls and diffuse cancellation requests
• Execute retention-call plans to improve customer service and profitability
• Establish and maintain high customer satisfaction
• Communicate with Area Sales Managers to resolve unique customer issues
• Communicate pricing and service strategies and refer customers to other WM business opportunities
• 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, in addition to education requirement
• Knowledge of customers’ needs, pricing, competition, internal sales strategies, operational capabilities, and external market trends
• Ability to prepare complex proposals and make recommendations on equipment optimization and leasing options
• Ability to propose customer solutions that comply with local, state, and federal regulations
• REAL  acceptable TSA-approved alternative, or willingness to obtain one, if required for business travel or federal property access

Demonstrates expertise in business-to-business sales, including prospecting, closing deals, and developing retention strategies. Proficient in managing customer relationships and preparing complex proposals while ensuring compliance with regulations.

• Business-To-Business Sales
• Customer Relationship Management
• Proposal Preparation
• Sales Strategy Development
• Contract Negotiation

• Sales Pipeline Management
• Cold Calling
• Account Retention
• Customer Service Escalation Resolution
• Revenue Growth Strategies

• Communication
• Negotiation
• Problem Solving
• Customer Satisfaction Focus

• Bachelor's Degree
• REAL  TSA-Approved Alternative

• Sales Goals
• Market Trends
• Operational Capabilities
• Contract Agreements
• Pricing Strategies