Senior Account Executive, Homeowner Association

Waste Management, Inc. (WM)•Knoxville, TN

10d•Onsite

About The Position

WM, a Fortune 250 company, is the leading provider of comprehensive waste and environmental services in North America. We are strongly committed to a foundation of operating excellence, professionalism and financial strength. WM serves nearly 25 million customers in residential, commercial, industrial and municipal markets throughout North America through a network of collection operations, transfer stations, landfills, recycling facilities and waste-based energy production projects. I. Job Summary Generates revenue growth by utilizing a consultative selling approach in prospective and current WM customers. 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 TM is also responsible for prospecting and closing to achieve budgeted sales goals by developing and implementing sound selling strategies that ensure revenue growth by selling to new customers. This position will require the employee to conduct customer site visits the majority of the week with the rest of the week working out of the area district office. II. Essential Duties and Responsibilities To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other minor duties may be assigned. Establishes and maintains a high level of customer satisfaction. This includes meeting customer retention goals. Communicates to and works with the Retention Manager to resolve unique customer issues. Reduces lost accounts by diffusing cancellation requests. Meets or exceeds sales call activity goals for proactive account retention. Increases revenue and profitability by executing sound plans on retention calls to improve the customers' service and/or profitability. Effectively manages prospects by developing sound marketing plans and maintaining key information in the prospect database. Meets or exceeds sales call activity goals for new sales. Matches Waste Management services with customer needs by demonstrating knowledge of customers, pricing and competition; effectively communicates pricing and service strategies; proactively engages other Waste Management business opportunities, referring internally as appropriate. Effectively use WM sales productivity software tools (i.e. Prospect and Customer Database, Proposal Program, Pricing Tools, etc.). Proactively drives new HOA business Acquires in depth industry and company knowledge in order to prepare complex proposals and make recommendations on equipment optimization and leasing options. Proposes customer solutions that are compliant with appropriate local, state and federal regulations. Updates and secures customer service agreements.

Requirements

Bachelor's degree (accredited); in lieu of degree, High School Diploma (accredited) and 5-years sales experience.
Three (3) years in a non-consumer based industrial sales, commercial sales, or service industry environment.

Nice To Haves

Prior outside sales and prospecting experience.

Responsibilities

Establishes and maintains a high level of customer satisfaction.
Reduces lost accounts by diffusing cancellation requests.
Increases revenue and profitability by executing sound plans on retention calls to improve the customers' service and/or profitability.
Effectively manages prospects by developing sound marketing plans and maintaining key information in the prospect database.
Meets or exceeds sales call activity goals for new sales.
Matches Waste Management services with customer needs by demonstrating knowledge of customers, pricing and competition
Effectively use WM sales productivity software tools
Proactively drives new HOA business
Acquires in depth industry and company knowledge in order to prepare complex proposals and make recommendations on equipment optimization and leasing options.
Proposes customer solutions that are compliant with appropriate local, state and federal regulations.
Updates and secures customer service agreements.