Sr. Outside Sales Account Executive - East Grand Rapids, MI
Waste Management Inc., Grand Rapids, Michigan, us, 49528
Quick Snapshot
The Senior Account Executive will cover our East Grand Rapids, MI territory. This hybrid position requires occasional office visits and candidates must live in the territory. The role combines new business hunting and existing account farming, with a heavy emphasis on hunting (cold calling and prospecting). Job Summary
The Senior Account Executive is responsible for prospecting and closing sales to new customers to achieve budgeted sales goals. The role develops and implements selling strategies that ensure revenue growth at target or greater profitability levels by selling to new customers. Additionally, the role manages existing business relationships to secure contract agreements and prevent customer account losses. 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. 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 prospect development plans and maintaining key information in the prospect database. Maintain sales pipeline to achieve goals for new sales. Minimize 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 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
Bachelor’s Degree (accredited) or equivalent experience. High School Diploma or GED (accredited) and 4 years of relative work experience. 4 years of direct business-to-business sales experience, business-to-business cold calling, and phone-based prospecting resulting in successfully obtaining customer appointments. 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
Office setting, work from home, and outside sales. Routine use of computers, phones, and copy machines should be expected. 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. If this sounds like the opportunity that you have been looking for, please click Apply.
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The Senior Account Executive will cover our East Grand Rapids, MI territory. This hybrid position requires occasional office visits and candidates must live in the territory. The role combines new business hunting and existing account farming, with a heavy emphasis on hunting (cold calling and prospecting). Job Summary
The Senior Account Executive is responsible for prospecting and closing sales to new customers to achieve budgeted sales goals. The role develops and implements selling strategies that ensure revenue growth at target or greater profitability levels by selling to new customers. Additionally, the role manages existing business relationships to secure contract agreements and prevent customer account losses. 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. 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 prospect development plans and maintaining key information in the prospect database. Maintain sales pipeline to achieve goals for new sales. Minimize 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 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
Bachelor’s Degree (accredited) or equivalent experience. High School Diploma or GED (accredited) and 4 years of relative work experience. 4 years of direct business-to-business sales experience, business-to-business cold calling, and phone-based prospecting resulting in successfully obtaining customer appointments. 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
Office setting, work from home, and outside sales. Routine use of computers, phones, and copy machines should be expected. 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. If this sounds like the opportunity that you have been looking for, please click Apply.
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