Sr. Outside Sales Account Executive - Memphis, TN

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

5d•Hybrid

About The Position

The Senior Account Executive role is responsible for prospecting and closing sales to new customers to achieve budgeted sales goals. This position develops and implements sound selling strategies that ensure revenue growth at target or greater profitability levels by selling to new customers. Additionally, the role is responsible for managing existing business relationships in order to achieve budgeted sales and price 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 Senior Account Executive will "save, secure, and convert" by handling all customer cancellation requests, providing ongoing education of contract details to existing customers, and by obtaining customer contract commitments during face-to-face interactions. All escalations for customer service within the defined territory will be resolved through this position.

Requirements

Bachelor's Degree (accredited) or in lieu of degree High School Diploma or GED (accredited) and 4 years of relative work experience
4 years of work experience in direct business-to-business sales, business-to-business cold calling, and phone based business-to-business prospecting resulting in successfully obtaining customer appointments (in addition to education requirement).
Problem solving skills
Proficient with computer and software applications

Nice To Haves

Prior outside / field sales experience in a business to business (B2B) setting will be preferred.
Aggressive hunter for this role - someone who loves to cold call and prospect for new business!

Responsibilities

Initiate business to business sales relationships
Responsible for prospecting and closing sales opportunities to achieve budgeted sales goals by developing and implementing sound selling strategies
Manage prospects by developing sound prospect development plans and maintaining key information in the prospect database. Maintain sales pipeline (both in terms of quantity and quality) to achieve goals for new sales.
Minimize most revenue and accounts by maintaining SSDO relationship health standards and diffusing cancellation requests. Meet or exceed sales call activity goals for proactive account retention.
Increase revenue and profitability by executing sound plans on retention calls to improve the customers' service and/or profitability.
Establish and maintain a high level of customer satisfaction.
Propose customer solutions that are compliant with appropriate local, state and federal regulations. Communicate to and work with the Area Sales Managers to resolve unique customer issues.
Demonstrate knowledge of customers' needs, pricing and competition; effectively communicate pricing and service strategies; proactively engage other Waste Management business opportunities, referring internally as appropriate.
Acquire in depth industry and company knowledge in order to prepare complex proposals and make recommendations on equipment optimization and leasing options.
Maintain current knowledge of external market trends and internal sale strategies and operational capabilities.
Work closely and effectively communicate with Plant Managers and Brokerage Account Managers to assist in upgrading materials to increase profitability and achieve plant goals.