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WM · 1 day ago

Sr. Outside Sales Account Executive - East Grand Rapids, MI

Grand Rapids, MI

Full-time

Hybrid

Mid, Senior Level

4+ years exp

WM is a leading waste management company, and they are seeking a Senior Outside Sales Account Executive for the East Grand Rapids, MI territory. The role focuses on prospecting and closing sales to new customers, managing existing business relationships, and implementing strategies for revenue growth and customer retention.

EnergyEnvironmental EngineeringRecyclingSustainabilityWaste Management

Responsibilities

Senior Account Executives are responsible for maintaining and growing billable value in their assigned accounts; preventing customer account losses and growing billable value by selling permanent new waste streams, new services, and new products to current and prospective customers

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 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

Qualification

B2B SalesCold CallingProspectingCustomer Relationship ManagementNegotiationProblem SolvingCommunicationTime ManagementAdaptabilityStrategic Thinking

Required

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)

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