Sr. Outside Sales Account Executive - Atlanta, GA

Waste Management, Inc. (WM)•Smyrna, GA

4d•Hybrid

About The Position

The Senior Account Executive (SAE) covers a territory in the Atlanta area and is responsible for prospecting and closing sales to new customers to achieve budgeted sales goals, while also retaining and growing existing accounts. This is a hybrid position with occasional visits to Atlanta offices; candidates must live in the territory. The role combines new-business hunting with account management, and the posting says the position is not slated for hire until early 2027. The SAE develops and implements selling strategies to grow revenue at target or greater profitability, manages existing business relationships, negotiates to preserve business, and secures contract agreements from previously non-contracted customers. The role also handles customer cancellation requests, educates existing customers about contract details, obtains contract commitments during face-to-face interactions, and resolves customer-service escalations within the territory. The position works with customers and internal teams to identify compliant solutions, prepare complex proposals, optimize equipment and leasing options, and improve material upgrades and plant profitability. The normal work setting includes an office, working from home, and outside sales.

Requirements

Accredited bachelor's degree, or an accredited high school diploma or GED and four years of relevant work experience.
Four years of direct business-to-business sales experience, including B2B cold calling and phone-based B2B prospecting that results in successfully obtaining customer appointments, in addition to the education requirement.
Must live in the Atlanta territory.

Nice To Haves

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

Responsibilities

Maintain and grow billable value in assigned accounts by preventing customer losses and selling permanent new waste streams, services, and products to current and prospective customers.
Initiate business-to-business sales relationships.
Prospect and close sales opportunities to achieve budgeted sales goals by developing and implementing selling strategies.
Develop prospect plans, maintain key information in the prospect database, and maintain a sales pipeline of sufficient quantity and quality to achieve new-sales goals.
Maintain relationship health standards, diffuse cancellation requests, and meet or exceed proactive account-retention sales-call activity goals.
Execute retention-call plans to improve customer service and profitability, increasing revenue and profitability.
Establish and maintain a high level of customer satisfaction.
Propose customer solutions that comply with local, state, and federal regulations, and work with Area Sales Managers to resolve unique customer issues.
Demonstrate knowledge of customer needs, pricing, and competition; communicate pricing and service strategies; and refer customers to other WM business opportunities when appropriate.
Develop industry and company knowledge to prepare complex proposals and recommend equipment optimization and leasing options.
Maintain current knowledge of internal sales strategies and operational capabilities, as well as external market trends.
Work and communicate effectively with Plant Managers and Brokerage Account Managers to support material upgrades, profitability, and plant goals.
Handle customer cancellation requests, provide ongoing education about contract details, obtain customer contract commitments through face-to-face interactions, and resolve customer-service escalations within the territory.