Sr. Outside Sales Account Executive - Austin, TX

WM•Austin, TX

3d•Hybrid

About The Position

The Senior Account Executive covers the Austin territory and is responsible for prospecting and closing sales to new customers to achieve budgeted sales goals, with a heavy emphasis on in-person cold calling and new-business prospecting. The role also manages existing customer relationships, protects and grows account revenue, and achieves sales and pricing goals through retention strategies, negotiation, and securing contract commitments. The position handles customer cancellation requests, educates customers about contract details, resolves customer-service escalations within the territory, and develops compliant customer solutions. It is a hybrid position with occasional visits to a local office; candidates must live in the territory.

Requirements

Bachelor's degree (accredited), or a high school diploma or GED (accredited) and four years of relevant work experience.
Four years of direct business-to-business sales experience, including B2B cold calling and phone-based prospecting that successfully obtains customer appointments, in addition to the education requirement.

Nice To Haves

Prior outside or field sales experience in a B2B setting.
Recent experience with Salesforce.com (SFDC).

Responsibilities

Maintain and grow billable value in assigned accounts by preventing losses and selling new waste streams, services, and products to current and prospective customers.
Initiate business-to-business sales relationships and prospect for and close sales opportunities to achieve budgeted sales goals.
Develop prospect plans, maintain key prospect information, and manage the quantity and quality of the sales pipeline.
Maintain account relationship health, address cancellation requests, and meet or exceed proactive account-retention call activity goals.
Execute retention plans that improve customer service and profitability; negotiate to preserve business and secure customer contract commitments.
Establish and maintain high customer satisfaction, provide ongoing education about contract details, and resolve customer-service escalations in the territory.
Propose customer solutions that comply with applicable local, state, and federal regulations.
Communicate with Area Sales Managers to resolve unique customer issues.
Understand customer needs, pricing, and competition; communicate pricing and service strategies; and refer customers to other WM business opportunities where appropriate.
Prepare complex proposals and recommend equipment optimization and leasing options.
Maintain knowledge of internal sales strategies, operational capabilities, and external market trends.
Work with Plant Managers and Brokerage Account Managers to upgrade materials, increase profitability, and achieve plant goals.