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Quick Snapshot

The 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 in-person office visits, which happen every Monday in Plymouth, MI. This position is a combo hunter / farmer, meaning you will be responsible for new business (hunting) as well as retention of existing accounts (farming). 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 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. Salesforce.com/Customer Relationship Management and Pricing Tools).

+ Prepare reports as needed and/or handle general administrative duties as appropriate.

III. Qualifications

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

+ Proficient in computer skills

+ High impact communication

+ Planning and organization

+ Ability to negotiate (highly competent)

+ Financial acumen

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.

V. Benefits

You’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), unlimited vacation time, and an annual education assistance benefit available for team members!

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Equal Opportunity Employer: Minority/Female/Disability/Veteran