Sr. Outside Sales Account Executive - Atlanta, GA

WM•Atlanta, GA

4d•Hybrid

About The Position

The Senior Account Executive (SAE) covers a territory in the Atlanta area and is responsible for both developing new business and retaining existing accounts. This hybrid position includes occasional visits to Atlanta offices, and candidates must live in the territory. The role is primarily focused on outside sales and prospecting, including cold calling and in-person outreach. The SAE prospects for and closes sales to new customers to meet budgeted sales goals, while developing and implementing strategies for revenue growth and profitability. The position also manages existing customer relationships, pursues retention and pricing goals, negotiates to preserve business, and secures contract agreements. The SAE handles customer cancellation requests, educates existing customers about contract details, obtains customer commitments during face-to-face interactions, and resolves customer service escalations within the territory. This position is slated for hire in early 2027.

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 resulted in customer appointments, in addition to the education requirement.

Nice To Haves

Recent experience with Salesforce.com (SFDC).
Prior outside or field sales experience in a B2B setting.
A strong interest in cold calling and in-person prospecting for new business.

Responsibilities

Maintain and grow billable value in assigned accounts by preventing account losses and selling permanent new waste streams, services, and products to current and prospective customers.
Initiate business-to-business sales relationships.
Prospect for and close sales opportunities to achieve budgeted sales goals using sound selling strategies.
Develop prospect plans and maintain key information in the prospect database.
Maintain a sales pipeline with sufficient quantity and quality to meet new-sales goals.
Maintain customer relationship health, respond to cancellation requests, and minimize revenue and account losses.
Meet or exceed proactive account-retention sales-call activity goals.
Execute retention plans to improve customer service and profitability.
Establish and maintain a high level of customer satisfaction.
Propose customer solutions that comply with applicable local, state, and federal regulations.
Work 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 current 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.
Handle customer cancellation requests, provide education about contract details, obtain contract commitments during face-to-face interactions, and resolve customer service escalations in the territory.