As an EEO/Affirmative Action Employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, or veteran status.Quick SnapshotThe Account Executive (AE) is an inside sales position that will allow candidates to work from home. However, we would like this person to live in the metro Detroit area for occasional visits to our office in Plymouth, MI. 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.I. Job SummaryThe 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.II. Essential Duties and ResponsibilitiesTo 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
III. Supervisory ResponsibilitiesThis position has no supervisory responsibilities.IV. QualificationsThe requirements listed below are representative of the qualifications necessary to perform the job.A. Education and Experience
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.
B. Certificates, Licenses, Registrations or Other Requirements
None required.
C. 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
Proficient in computer skills
High impact communication
Planning and organization
Ability to negotiate (highly competent)
Financial acumen
V. Work EnvironmentListed 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.
VI. BenefitsYou’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 pay for 100% of your education!#LI-LM1Equal Opportunity Employer: Minority/Female/Disability/Veteran
