Senior Manager, Advisory Services

Waste Management, Inc. (WM)•Rancho Cordova, CA

1d•Onsite

About The Position

The Account Executive III (AE) generates shareholder value by using a consultative retention approach for larger and/or more complex Small/Medium Business WM customers in an assigned book of business, territory/segment. The AE manages existing business relationships focused on achieving budgeted retention goals by developing and implementing sound retention strategies, utilizing strong negotiation efforts to preserve business, and securing and updating contract agreements from WM customers as well as growing revenues from existing customers. The role of the AE is to maintain a net positive business performance in the commercial space through proactive outreach, account retention and revenue protection efforts to maintain a mutually beneficial alignment between the customer and WM's growth goals. The AE is additionally responsible for generating revenue growth for WM by networking and capitalizing on cultivated relationships as well as acting as a mentor for the growth of internal staff.

Requirements

High School Diploma or GED (accredited)
6 years of business to business account management experience at a mastery level

Responsibilities

Serve as the lead point of contact for customer account management matters in an assigned book of business, establish and maintain a high level of customer satisfaction with internal and external customers, and build and maintain strong, long-lasting customer relationships
Align WM products and services with customer needs, propose solutions that are compliant with appropriate local, state and federal regulations, and increase account penetration through consultative selling skills
Negotiate, update, and renew customer service agreements to maximize profits by providing ongoing education of contract details and use of strong negotiation skills
Resolve challenging customer requests and collaborate with the Inside Sales Manager to resolve all customer escalations or issues
Communicate rates, charges and service strategies with conviction as well as understand and effectively use customer incentives and concessions within appropriate profit targets and level of authority
Collaborate with sales team to identify and grow opportunities within territory and engage additional WM business opportunities, referring internally as appropriate
Generate expanded relationships and revenue growth for WM by networking and capitalizing on cultivated relationships
Use WM sales productivity software tools accurately and consistently (i.e. Salesforce.com/Customer Relationship Management and Pricing Tools)
Prepare reports as needed and/or handle general administrative duties as appropriate
Take the lead to mentor WM account management and sales staff to develop WM’s internal bench strength. This could include orienting newly hired personnel in the organization as well as helping seasoned professionals looking for personal growth and development.
Proactively seek out opportunities to share best practices and develop the talents of others within WM.