Senior Major Account Executive, Recycling (Remote US)

As an EEO/Affirmative Action Employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, pregnancy, sexual orientation, marital status, gender identity, national origin, citizenship status, age, disability or protected veteran status.

I. Job Summary

The WM Recycle America (WMRA) Senior Representative, Major Account – Sourcing (SMAR) position generates new account revenue in new accounts and revenue growth in existing accounts utilizing a consultative selling approach in the sale of WM recycling services to large, complex accounts. The SMAR is responsible for prospecting and closing sales to new customers to achieve budgeted sales goals. The SMAR develops and implements sound selling strategies that ensure revenue growth at target or greater profitability levels by selling to new customers in the Public Sector, municipalities, and third-party haulers. In addition, the SMAR is responsible for assisting in managing existing business relationships in order to achieve budgeted sales goals by developing and implementing sound retention strategies, utilizing strong negotiation efforts to preserve business. This is a field-based position. This position is eligible to participate in sales incentive and recognition programs upon successful completion of sales orientation and/or training programs.   This position requires up to 70% domestic travel.

II. Essential Duties and Responsibilities

• Establish and maintain a high level of customer satisfaction. Communicate to and work with the Director – Sourcing Sales to resolve unique customer issues.
• Effectively manage prospects by developing sound marketing plans and maintaining key information in the prospect database. Maintain sales pipeline to achieve goals for new sales.
• Match WMRA recycling services with customer needs by demonstrating knowledge of customers, pricing and competition; effectively communicate pricing and service strategies; proactively engage other WM business opportunities, referring internally as appropriate.
• Work closely and effectively communicate with Plant Managers, Area Recycling Directors, Field Recycling Operations Director, and Brokerage Account Managers and all necessary parties in Areas.
• Using in depth industry and company knowledge, prepare complex proposals and presentations.
• Maintain current knowledge of external market trends and internal sale strategies and operational capabilities.
• Reduce lost accounts by diffusing cancellation requests.
• Increase revenue and profitability by executing sound plans on retention calls to improve the customers’ service and/or profitability.
• Effectively use WM sales productivity software tools (i.e. Salesforce, Prospect and Customer Database, Proposal Program, Pricing Tools, etc.). Update and secure customer service agreements.
• Propose strategic customer solutions that …