Inside Sales Account Executive - South Atlantic

Job Description

Quick Snapshot The Account Executive (AE) is an inside sales position that will allow candidates to work from home while supporting the South Atlantic market area. 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.

Please note:

External candidates must be based in the South Atlantic states of NC, SC, and GA, in order to be considered for this opportunity.

Internal candidates can be based in the South Atlantic states (NC, SC, and GA) or may also be based in Tupelo, MS, or Phoenix, AZ.

I. Job Summary The 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.

II. Essential Duties and Responsibilities

• 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.
• Use Waste Management sales productivity software tools accurately and consistently (i.e.  Relationship Management and Pricing Tools).
• Prepare reports as needed and/or handle general administrative duties as appropriate.

III. Qualifications Must live and work in the US.

Required Qualifications

• High School Diploma or GED (accredited)
• 1 year WM experience or 5 years of business-to-business account management at a proficient level

Other Knowledge, Skills or Abilities Required

• Ability to effectively convert customer cancellation requests
• Ability to build relationships (highly competent)
• Ability to set goals
• Proficient in time management
• High impact communication
• Planning and organization
• Ability to negotiate (highly competent)

IV. Work Environment 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.

• Normal setting for this job is: office setting and work from home. Routine use of computers, phones, and copy machines should be expected.

The expected base pay rate for this position across the U.S. is $24.47/hr this represents a good faith estimate for this position. The specific hourly rate offered to a successful candidate may be influenced by a variety of factors including the candidate’s relevant experience, education, training, certifications,…