Sr. Outside Sales Account Executive - Jackson, MI

WM•Jackson, MI

41d•Hybrid

About The Position

The Senior Account Executive (SAE) will cover Jackson, MI and the I-90 corridor to Belleville, MI. This position is primarily remote with the expectation that candidates live within the territory. The role is a hybrid of new business development (hunting) and existing account management (farming), with a strong focus on hunting through in-person cold calling and prospecting. Prior outside/field sales experience in a business-to-business (B2B) setting is preferred. The Senior Account Executive is responsible for prospecting and closing sales with new customers to meet budgeted sales goals. This involves developing and implementing effective selling strategies to ensure revenue growth at target or greater profitability levels. The role also includes managing existing customer relationships to achieve budgeted sales and pricing goals through retention strategies, negotiation, and securing contract agreements. The SAE will focus on retaining customers by handling cancellation requests, educating existing customers on contract details, and obtaining customer contract commitments during face-to-face interactions. All customer service escalations within the assigned territory will be managed by 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).

Nice To Haves

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

Responsibilities

Maintain and grow billable value in assigned accounts.
Prevent customer account losses and grow billable value by selling 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 sound selling strategies.
Manage prospects by developing sound prospect development plans and maintaining key information in the prospect database.
Maintain sales pipeline (quantity and quality) to achieve new sales goals.
Minimize revenue and account loss by maintaining 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 customer 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 with and work with 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 WM business opportunities, referring internally as appropriate.
Acquire in-depth industry and company knowledge to prepare complex proposals and make recommendations on equipment optimization and leasing options.
Maintain current knowledge of internal sales strategies, operational capabilities, and external market trends.
Work closely and effectively communicate with Plant Managers and Brokerage Account Managers to assist in upgrading materials to increase profitability and achieve plant goals.