Account Executive, Sourcing and Recycling - Houston, TX

Waste Management, Inc. (WM)•Houston, TX

15h•Hybrid

About The Position

This is an outside / field sales role covering the Houston, TX area. This will be a hybrid / work-from-home position, with occasional visits to our local Material Recovery Facilities (MRFs), but candidates must be local to the territory. This position is 70% hunter (calling on new business) and 30% farming (retention of existing accounts). Prior outside / field sales experience in a business to business (B2B) setting will be preferred, with a strong preference for someone who loves to hunt and prospect for new business. The WMRA Account Executive-Sourcing position generates new account revenue in new accounts and revenue growth in existing accounts utilizing a consultative selling approach in the sale of WM recycling services to large, complex accounts. The AE-Sourcing is responsible for prospecting and closing sales to new customers to achieve budgeted sales goals. The AE-Sourcing develops and implements sound selling strategies that ensure revenue growth at target or greater profitability levels by selling to new customers only. In addition, the AE-Sourcing is responsible for managing existing business relationships in order to achieve budgeted sales 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 AE-Sourcing 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 escalations for customer service within the defined territory will be resolved through this position. This is a field-based position. This position is eligible to participate in sales compensation and recognition programs upon successful completion of sales orientation and/or training programs.

Requirements

Bachelor's Degree (accredited) or in lieu of bachelor’s degree
High School Diploma GED (accredited) and equivalent experience
3 years in direct business-to-business sales, business-to-business cold calling, and phone based business-to-business prospecting resulting in successfully obtaining customer appointments.
Must be local to the Houston, TX territory.

Nice To Haves

Prior outside / field sales experience in a business to business (B2B) setting.
Someone who loves to hunt and prospect for new business.

Responsibilities

Establish and maintain a high level of customer satisfaction. Communicate to and work with the Director – Sourcing Sales to resolve unique customer issues.
Effectively manage prospects by developing sound marketing plans and maintaining key information in the prospect database. Maintain sales pipeline to achieve goals for new sales.
Match (WMRA recycling) services with customer needs by demonstrating knowledge of customers, pricing and competition; effectively communicate pricing and service strategies; proactively engage other WM business opportunities, referring internally as appropriate.
Work closely and effectively communicate with Plant Managers and Brokerage Account Managers to assist in upgrading materials to increase profitability and achieve plant goals.
Using in-depth industry and company knowledge, prepare complex proposals and make recommendations on equipment optimization and leasing options.
Maintain current knowledge of external market trends and internal sale strategies and operational capabilities.
Reduce lost accounts by 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.
Effectively use WM sales productivity software tools (i.e. Prospect and Customer Database, Proposal Program, Pricing Tools, etc.). Update and secure customer service agreements.
Acquire in-depth industry and company knowledge in order to prepare complex proposals and make recommendations on equipment optimization and leasing options.
Propose customer solutions that are compliant with appropriate local, state and federal regulations. Establish and maintain a high level of customer satisfaction. This includes meeting customer retention goals. Communicate to and work with the (Recycle America) Sales Director to resolve unique customer issues.
Other duties as assigned.