Sr. Outside Sales Account Executive - Lake Charles, LA

Sr. Outside Sales Account Executive - Lake Charles, LA

Lake Charles, LA, United States (Hybrid)

Quick Snapshot

The Senior Account Executive (SAE) will cover our Lake Charles, LA territory. This will be a hybrid position with occasional visits to our local office, 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 focus on hunting new business, cold calling, and closing deals.

Prior outside / field sales experience in a business to business (B2B) and/or industrial setting will be preferred.

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.

• 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 to achieve goals for new sales.
• Minimize revenue loss 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 customer’s 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 and resolve unique customer issues with Area Sales Managers.
• Communicate pricing and service strategies, 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.

This job has no supervisory duties.

Education and Experience

Education:

Bachelor's Degree (accredited) or, in lieu of degree, High School Diploma or GED (accredited) and four (4) years of related work experience.

Experience:

Four (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).

• Build Relationships
• Communicate With Impact
• Demonstrate Professionalism
• Initiate Action
• Produce Results
• Think Strategically
• Gain Commitment
• Influence and Negotiate
• Manage Work/Time
• Plan and Organize
• Use Ethical Practices
• Proficient with computer and software applications

Listed below are key points regarding environmental demands and work environment…