Strategic Account Executive

2 weeks ago

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

As an Equal Employment Opportunity/Affirmative Action Employer, we value diversity and encourage all qualified candidates to apply without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, or veteran status.

I. Position Summary

The Senior Account Executive (SAE) is tasked with identifying and securing new business opportunities to meet established sales targets. This role is pivotal in crafting and executing effective sales strategies that drive revenue growth while maintaining profitability by engaging new clients. Furthermore, the SAE is responsible for nurturing existing client relationships to meet sales and pricing objectives through strategic retention initiatives, employing robust negotiation skills to maintain contracts, and converting non-contracted clients into loyal customers.

The Senior Account Executive will ensure customer satisfaction by addressing cancellation requests, providing comprehensive contract education to current clients, and securing commitments during in-person meetings. All customer service escalations within the designated territory will be managed by this position. SAEs are accountable for enhancing and preserving the billable value of their assigned accounts.

II. Key Responsibilities
  • Maintain and enhance the billable value of assigned accounts; mitigate customer losses and increase revenue by introducing new waste streams, services, and products to both existing and potential clients.
  • Establish business-to-business sales connections.
  • Prospect and finalize sales opportunities to meet sales targets by developing and implementing effective selling strategies.
  • Manage potential clients by creating detailed prospect development plans and keeping essential information updated in the prospect database. Sustain a healthy sales pipeline to achieve new sales objectives.
  • Reduce revenue loss by adhering to relationship management standards and effectively handling cancellation requests. Achieve or surpass sales activity targets focused on proactive account retention.
  • Boost revenue and profitability through well-executed retention strategies aimed at enhancing customer service and profitability.
  • Ensure a high level of customer satisfaction.
  • Propose compliant customer solutions in line with local, state, and federal regulations. Collaborate with Area Sales Managers to address unique customer challenges.
  • Exhibit a thorough understanding of customer needs, pricing, and competitive landscape; effectively communicate pricing and service strategies; proactively identify additional business opportunities within the organization.
  • Develop comprehensive industry and company knowledge to prepare detailed proposals and provide recommendations on equipment optimization and leasing options.
  • Stay informed about internal sales strategies, operational capabilities, and external market trends.
  • Collaborate closely with Plant Managers and Brokerage Account Managers to enhance material upgrades, thereby increasing profitability and achieving operational goals.
III. Qualifications
The qualifications listed below are representative of what is necessary to perform this role successfully.

A. Education and Experience
  • Education: A Bachelor's Degree (accredited) or, in lieu of a degree, a High School Diploma or GED (accredited) along with 4 years of relevant work experience.
  • Experience: A minimum of 4 years in direct business-to-business sales, including cold calling and phone-based prospecting that successfully leads to customer appointments (in addition to the educational requirement).
B. Additional Knowledge, Skills, or Abilities
  • 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 regularly 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, as well as 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 aligns with your career aspirations, we encourage you to consider this opportunity.

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