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.
Requirements
- 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
Benefits
- Medical
- Dental
- Vision
- Life Insurance
- Short and Long Term Disability
- Employee Stock Purchase Program (ESPP)
- 401K matching
- Unlimited vacation time
