Account Executive - Gulf Coast

Account Executive

The Account Executive (AE) is an inside sales position. This is a hybrid work situation, with a 50% in-office expectation. Candidates must be based near our Tupelo, MS office (499 South Gloster, Ste B2 - Tupelo MS 38801). The work schedule is Mon-Fri 8am-5pm. This position is a combo hunter/farmer, meaning you will be responsible for new business as well as retention of existing accounts. Candidates should be well-versed in business to business (B2B) sales and willing to cold call and prospect for new business while managing a book of business.

The Account Executive (AE) generates shareholder value by using a consultative retention approach for larger and/or more complex Small/Medium Business WM customers in an assigned book of business, territory/segment. The AE manages existing business relationships focused on achieving budgeted retention goals by developing and implementing sound retention strategies, utilizing strong negotiation efforts to preserve business, and securing and updating contract agreements from WM customers as well as growing revenues from existing customers. The role of the AE is to maintain a net positive business performance in the commercial space through proactive outreach, account retention and revenue protection efforts to maintain a mutually beneficial alignment between the customer and WM's growth goals.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other minor duties may be assigned.

Customer interaction (external and internal), response & follow up

Serve as the lead point of contact for customer account management matters in an assigned book of business, establish and maintain a high level of customer satisfaction with internal and external customers, and build and maintain strong, long-lasting customer relationships

Align Waste Management products and services with customer needs, propose solutions that are compliant with appropriate local, state and federal regulations, and increase account penetration through consultative selling skills

Negotiate, update, and renew customer service agreements to maximize profits by providing ongoing education of contract details and use of strong negotiation skills

Resolve challenging customer requests and collaborate with the Inside Sales Manager to resolve all customer escalations or issues

Communicate rates, charges and service strategies with conviction as well as understand and effectively use customer incentives and concessions within appropriate profit targets and level of authority

Collaborate with sales team to identify and grow opportunities within territory and engage additional WM business opportunities, referring internally as appropriate

Administrative work

Use Waste Management sales productivity software tools accurately and consistently (i.e. Salesforce.com/Customer Relationship Management and Pricing Tools)

Prepare reports as needed and/or handle general administrative duties as appropriate

This position has no supervisory responsibilities.

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

Education: High School Diploma or GED (accredited).

Experience: One (1) year of WM experience or five (5) years of business to business account management at a proficient level.

Ability to effectively convert customer cancellation requests

Ability to build relationships (highly competent)

Ability to set goals

Proficient in time management

Proficient in computer skills

High impact communication

Planning and organization

Ability to negotiate (highly competent)

Financial acumen

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.

Required to use motor coordination with finger dexterity (such as keyboarding, machine operation, etc.) most of the work day;

Required to exert physical effort in handling objects less than 30 pounds rarely;

Normal setting for this job is a work from home setting.

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), generous vacation and sick time, and we'll also help pay for continuing your education!

Equal Opportunity Employer: Minority/Female/Disability/Veteran