WM
Sr. Outside Sales Account Executive - East Grand Rapids, MI
WM, Grand Rapids, Michigan, us, 49528
Sr. Outside Sales Account Executive - East Grand Rapids, MI
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Sr. Outside Sales Account Executive - East Grand Rapids, MI
role at
WM
Quick Snapshot The Senior Account Executive (SAE) will cover our East Grand Rapids, MI territory. This will be a hybrid position with occasional visits to our local office, which means that candidates must live in the territory. This position is a combo hunter / farmer, meaning you will be responsible for new business (hunting) as well as retention of existing accounts (farming), with a heavy emphasis on hunting (cold calling and prospecting for new business). Prior outside / field sales experience in a business to business (B2B) setting will be preferred.
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 non‑contracted customers. The SAE 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.
Essential Duties and Responsibilities
Maintain and grow billable value in assigned accounts; prevent customer account losses and grow billable value by selling permanent new waste streams, new services, and new 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 (both in terms of quantity and quality) to achieve goals for new sales.
Minimize revenue loss 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 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 WM 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 internal sale strategies and 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.
Qualifications Required Qualifications (Education and Experience)
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)
Other Knowledge, Skills or Abilities Required
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
Work Environment Normal setting for this job is: office setting, work from home, and outside sales. Routine use of computers, phones, and copy machines should be expected. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.
Benefits You’ll receive a top‑notch benefits package, including Medical, Dental, Vision, Life Insurance and Short and Long Term Disability. We have a great Employee Stock Purchase Program (ESPP), a fantastic company match on 401(k) (4.5% with NO vesting period), unlimited vacation time, and an annual education assistance benefit available for team members!
Job Details
Seniority level: Mid‑Senior level
Employment type: Full‑time
Job function: Sales and Business Development
Referrals increase your chances of interviewing at WM by 2x. If this sounds like the opportunity that you have been looking for, please click Apply.
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Sr. Outside Sales Account Executive - East Grand Rapids, MI
role at
WM
Quick Snapshot The Senior Account Executive (SAE) will cover our East Grand Rapids, MI territory. This will be a hybrid position with occasional visits to our local office, which means that candidates must live in the territory. This position is a combo hunter / farmer, meaning you will be responsible for new business (hunting) as well as retention of existing accounts (farming), with a heavy emphasis on hunting (cold calling and prospecting for new business). Prior outside / field sales experience in a business to business (B2B) setting will be preferred.
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 non‑contracted customers. The SAE 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.
Essential Duties and Responsibilities
Maintain and grow billable value in assigned accounts; prevent customer account losses and grow billable value by selling permanent new waste streams, new services, and new 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 (both in terms of quantity and quality) to achieve goals for new sales.
Minimize revenue loss 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 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 WM 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 internal sale strategies and 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.
Qualifications Required Qualifications (Education and Experience)
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)
Other Knowledge, Skills or Abilities Required
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
Work Environment Normal setting for this job is: office setting, work from home, and outside sales. Routine use of computers, phones, and copy machines should be expected. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.
Benefits You’ll receive a top‑notch benefits package, including Medical, Dental, Vision, Life Insurance and Short and Long Term Disability. We have a great Employee Stock Purchase Program (ESPP), a fantastic company match on 401(k) (4.5% with NO vesting period), unlimited vacation time, and an annual education assistance benefit available for team members!
Job Details
Seniority level: Mid‑Senior level
Employment type: Full‑time
Job function: Sales and Business Development
Referrals increase your chances of interviewing at WM by 2x. If this sounds like the opportunity that you have been looking for, please click Apply.
#J-18808-Ljbffr