Senior Account Executive
Company: Waste Management
Posted on: January 26, 2023
As an EEO/Affirmative Action Employer, all qualified applicants
will receive consideration for employment without regard to race,
color, religion, sex, sexual orientation, gender identity, age,
national origin, disability, or veteran status.
I. Job Summary
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
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.
II. Essential Duties and Responsibilities
To perform this job successfully, an individual must be able to
perform each essential duty satisfactorily. Other minor duties may
- Initiate business to business sales relationships
- Responsible for prospecting and closing sales opportunities to
achieve budgeted sales goals by developing and implementing sound
- 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
- Increase revenue and profitability by executing sound plans on
retention calls to improve the customers' -service and/or
- Establish and maintain a high level of customer
- 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.
III. Supervisory Responsibilities
This job has no supervisory duties.
The requirements listed below are representative of the
qualifications necessary to perform the job.
A. Education and Experience
- Education: Bachelor's Degree (accredited) or in lieu of degree,
High School Diploma or GED (accredited) and four (4) years of
relative work experience.
- Experience: Five (5) 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
B. Other Knowledge, Skills or Abilities Required
General Competencies Include:
- Build Relationships
- Communicate With Impact
- Demonstrate Adaptability
- Demonstrate Professionalism
- Initiate Action
- Produce Results
- Think Strategically
- Gain Commitment
- Influence and Negotiate
- Manage Work/Time
- Plan and Organize
- Use Ethical Practices
- Problem solving skills
- Proficient with computer and software applications
V. Work Environment
Listed below are key points regarding environmental demands and
work environment of the job. Reasonable accommodations may be made
to enable individuals with disabilities to perform the essential
functions of the job.
- Normal setting for this job is: office setting, work from home
office and outside sales.
At WM, each eligible employee receives a competitive total
compensation package including Medical, Dental, Vision, Life
Insurance and Short Term Disability. As well as a Stock Purchase
Plan, Pension, and more! Our employees also receive Paid Vacation,
Holidays, and Personal Days. Please note that benefits may vary by
If this sounds like the opportunity that you have been looking for,
please click "Apply.
Keywords: Waste Management, Danville , Senior Account Executive, Other , Danville, California
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