As an EEO/Affirmative Action Employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, or veteran status.

Quick Snapshot

The Senior Account Executive (SAE) will cover our Fort Wayne, IN territory and everything in the surrounding area. This will be a hybrid position with regular visits to our local office in Fort Wayne, which means that candidates must live in the territory. This position is a combo hunter / farmer, meaning you will be responsible for new business as well as retention of existing accounts, with a heavy emphasis on hunting - cold calling and prospecting for new business. Prior outside / field sales experience in a business to business (B2B) setting will be preferred.

I. Job Summary

The SAE 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 SAE 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. SAEs are responsible for maintaining and growing billable value in their assigned accounts.

II. Essential Duties and 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 new sales goals.
•   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 comply 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.

III. Qualifications

The requirements listed below are representative of the qualifications necessary to perform the job.

A. Education and Experience

•   Education: Bachelor's Degree (accredited) or in lieu of degree and High School Diploma or GED (accredited) and 4 years of relative work experience required.
•   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) required.

B. 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

IV. Work Environment

Normal setting for this job is: office setting, work from home, and outside / field sales.

V. 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 100% of your education!

If this sounds like the opportunity that you have been looking for, please click "Apply".

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