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Strategic Account Manager

2 months ago

Richmond, Virginia, United States Waste Management Full time
Job Overview

As an Equal Employment Opportunity/Affirmative Action Employer, we ensure that all qualified candidates will be considered for employment without discrimination based on race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, or veteran status.

I. Position Summary

The Senior Account Executive (SAE) position is pivotal in identifying and securing new business opportunities to meet established sales targets. This role is tasked with formulating and executing effective sales strategies that drive revenue growth while maintaining profitability by engaging with new clients. Furthermore, the SAE is responsible for nurturing existing client relationships to meet sales and pricing objectives through the development of robust retention strategies, employing strong negotiation skills to maintain business, and securing agreements from previously uncontracted clients.

The Senior Account Executive will effectively manage customer cancellation requests, provide ongoing education regarding contract specifics to current clients, and secure customer commitments during in-person meetings. All customer service escalations within the designated territory will be addressed through this role. SAEs are accountable for sustaining and enhancing the billable value within their assigned accounts.

II. Key Responsibilities
  • Maintain and enhance billable value in assigned accounts; prevent customer attrition and increase revenue by introducing new waste streams, services, and products to both existing and potential clients.
  • Establish business-to-business sales connections.
  • Drive sales prospecting and closure to meet budgeted sales objectives by developing and implementing effective selling strategies.
  • Manage prospects by creating effective prospect development plans and maintaining critical information in the prospect database. Ensure a healthy sales pipeline to achieve new sales targets.
  • Reduce revenue loss and account attrition by adhering to relationship health standards and addressing cancellation requests proactively. Meet or exceed sales activity goals for customer retention.
  • Boost revenue and profitability through strategic retention calls aimed at enhancing customer service and profitability.
  • Foster and maintain high levels of customer satisfaction.
  • Propose compliant customer solutions that align with local, state, and federal regulations. Collaborate with Area Sales Managers to resolve unique customer challenges.
  • Demonstrate a comprehensive understanding of customer needs, pricing structures, and competitive landscape; effectively communicate pricing and service strategies; proactively engage with other Waste Management business opportunities, referring internally as needed.
  • Acquire in-depth knowledge of the industry and company to prepare complex proposals and make recommendations on equipment optimization and leasing options.
  • Stay informed about internal sales strategies and operational capabilities, as well as external market trends.
  • Collaborate closely and communicate effectively with Plant Managers and Brokerage Account Managers to enhance material upgrades, thereby increasing profitability and achieving plant objectives.
III. Qualifications
The qualifications listed below are representative of what is necessary to perform this role successfully.

A. Education and Experience
  • Education: Bachelor's Degree (accredited) or, in lieu of a degree, a High School Diploma or GED (accredited) combined with 4 years of relevant work experience.
  • Experience: 4 years of experience in direct business-to-business sales, including cold calling and phone-based prospecting that successfully led to customer appointments (in addition to educational requirements).
B. Additional Knowledge, Skills, or Abilities Required
  • Relationship Building
  • Effective Communication
  • Adaptability
  • Professionalism
  • Proactive Initiative
  • Results Orientation
  • Strategic Thinking
  • Commitment Acquisition
  • Negotiation Skills
  • Time Management
  • Organizational Skills
  • Ethical Practices
  • Problem-Solving Skills
  • Proficiency in computer and software applications
V. Work Environment
This position primarily operates in a professional office setting and routinely requires the use of standard office equipment such as computers, telephones, and copy machines.

Benefits
At Waste Management, eligible employees receive a competitive total compensation package that includes Medical, Dental, Vision, Life Insurance, and Short-Term Disability. Additional benefits include a Stock Purchase Plan, Pension, and more. Employees also enjoy Paid Vacation, Holidays, and Personal Days. Please note that benefits may vary by location.

If this opportunity aligns with your career aspirations, we encourage you to consider applying.