Quick Snapshot
The Senior Account Executive (SAE) will cover Three Rivers, Kalamazoo, and Battle Creek, MI. Candidates must live in the territory. This position is a combo hunter / farmer, meaning you will be responsible for new business (hunting) as well as retention of existing accounts (farming), with a heavy emphasis on hunting (in-person 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 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 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.
II. Essential Duties and Responsibilities
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other minor duties may be assigned.
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SAEs 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.
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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.
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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.
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Increase revenue and profitability by executing sound plans on retention calls to improve the customers' service and/or profitability.
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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.
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Demonstrate knowledge of customers' needs, pricing and competition; effectively communicate pricing and service strategies; proactively engage other WM business opportunities, referring internally as appropriate.
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Acquire in depth industry and company knowledge in order to prepare complex proposals and make recommendations on equipment optimization and leasing options.
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Maintain current knowledge of internal sale strategies and operational capabilities, and external market trends.
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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.
Required Qualifications (Education and Experience)
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Bachelor's Degree (accredited) or in lieu of degree
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High School Diploma or GED (accredited) and 4 years of relative work experience
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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)
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Preferred: Recent experience with Salesforce.com (SFDC).
IV. Physical Requirements
Listed below are key points regarding environmental demands and work environment of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.
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Normal setting for this job is: office setting and outside sales. Routine use of computers, phones, and copy machines should be expected.
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 an annual education assistance benefit available for team members!
If this sounds like the opportunity that you have been looking for, please click Apply.
