Sr. Outside Sales Account Executive - Savannah, GA

Sr. Outside Sales Account Executive - Savannah, GA

The Senior Account Executive (SAE) will cover a territory in and around Savannah, GA, and will occasionally make visits to Hilton Head, SC. 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.

Ideally, we are looking for an aggressive hunter for this role – someone who loves to cold call and prospect for new business. Prior outside / field sales experience in a business to business (B2B) 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 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.

• Maintain and grow billable value in assigned accounts; prevent customer account losses and grow billable value by selling permanent new waste streams, new services, and new products to current and prospective customers.
• Initiate business‑to‑business sales relationships.
• Prospect and close sales opportunities to achieve budgeted sales goals by developing and implementing sound selling strategies.
• Manage prospects by developing prospect development plans and maintaining key information in the prospect database. Maintain sales pipeline in quantity and quality 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 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 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.

Required Qualifications (Education and Experience)

• Bachelor's Degree (accredited) or in lieu of degree
• High School Diploma or GED (accredited) and 4 years of relative work 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)
• Preferred:
  Recent experience with  (SFDC)

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