Inside Sales Account Executive - Plymouth, MI

Waste Management, Inc. (WM)•Plymouth, MI

2d•Hybrid

About The Position

The Account Executive (AE) is an inside sales position focused on retaining and growing relationships with larger and/or more complex Small/Medium Business Waste Management customers. The AE manages an assigned book of business and territory or segment, using a consultative retention approach to achieve budgeted retention goals, preserve business through negotiation, secure and update customer contracts, and grow revenue from existing customers. The role supports positive commercial business performance through proactive outreach, account retention, and revenue protection while maintaining alignment between customer needs and WM’s growth goals. The position allows work from home, but the company would like the candidate to live in the metro Detroit area for in-person office visits every Monday in Plymouth, Michigan. The position is not slated for hire until early 2027. The usual work setting is an office and home office, with routine use of computers, phones, and copy machines. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.

Requirements

High school diploma or accredited GED.
At least 1 year of WM experience or 5 years of proficient business-to-business account management experience.
Ability to effectively convert customer cancellation requests.
Highly competent relationship-building skills.
Ability to set goals.
Proficient time-management skills.
Proficient computer skills.
High-impact communication skills.
Planning and organization skills.
Highly competent negotiation skills.
Financial acumen.

Responsibilities

Serve as the lead point of contact for customer account management matters within an assigned book of business, maintain customer satisfaction, and build strong, long-lasting customer relationships.
Align WM products and services with customer needs, propose solutions compliant with applicable local, state, and federal regulations, and increase account penetration through consultative selling.
Negotiate, update, and renew customer service agreements to maximize profits, educating customers about contract details and using negotiation skills.
Resolve challenging customer requests and collaborate with the Inside Sales Manager to address customer escalations or issues.
Communicate rates, charges, and service strategies effectively, and use customer incentives and concessions appropriately within profit targets and authority limits.
Collaborate with the sales team to identify and grow territory opportunities and refer additional WM business opportunities internally as appropriate.
Use Waste Management sales productivity software tools accurately and consistently, including Salesforce.com/CRM and pricing tools.
Prepare reports and perform general administrative duties as needed.