Sr. Outside Sales Account Executive - Panama City, FL
Waste Management Inc., Panama City, FL, United States
Quick Snapshot
The Senior Account Executive (SAE) will cover our Panama City, FL and Dothan, AL territory. This will be a hybrid position with occasional visits to our local office, which means that candidates must live in the territory (acceptable locations include anywhere in Walton or Bay County, or Dothan, AL). This position is a combo hunter / farmer, meaning you will be responsible for new business as well as retention of existing accounts. Ideally, we are looking for an aggressive hunter for this role - someone who loves to cold call and prospect for new business! Prior outside/field sales experience in a business-to-business (B2B) setting will be preferred.
I. 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 Senior Account Executive 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.
II. Essential Duties And Responsibilities
Initiate B2B 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 account churn 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 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 with 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 Waste Management 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 external market trends and internal sale strategies and operational capabilities
Work closely and effectively communicate with Plant Managers and Brokerage Account Managers to assist in upgrading materials to increase profitability and achieve plant goals
III. Supervisory Responsibilities This job has no supervisory duties.
IV. 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 B2B sales, B2B cold calling, and phone-based B2B prospecting resulting in successfully obtaining customer appointments (in addition to education requirement)
General Competencies Include 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
V. Work Environment Normal setting for this job: office setting, work from home office and outside sales.
VI. Comp & 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 401K (4.5% with NO vesting period), unlimited vacation time, and we’ll also pay for continuing your education!
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I. 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 Senior Account Executive 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.
II. Essential Duties And Responsibilities
Initiate B2B 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 account churn 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 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 with 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 Waste Management 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 external market trends and internal sale strategies and operational capabilities
Work closely and effectively communicate with Plant Managers and Brokerage Account Managers to assist in upgrading materials to increase profitability and achieve plant goals
III. Supervisory Responsibilities This job has no supervisory duties.
IV. 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 B2B sales, B2B cold calling, and phone-based B2B prospecting resulting in successfully obtaining customer appointments (in addition to education requirement)
General Competencies Include 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
V. Work Environment Normal setting for this job: office setting, work from home office and outside sales.
VI. Comp & 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 401K (4.5% with NO vesting period), unlimited vacation time, and we’ll also pay for continuing your education!
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