Account Executive III

I. Job Summary Candidates currently in an Account Executive role at WM will be strongly preferred for this opportunity. I. Job Summary The Account Executive III (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. The AE is additionally responsible for generating revenue growth for WM by networking and capitalizing on cultivated relationships as well as acting as a mentor for the growth of internal staff. II. Essential Duties and Responsibilities 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 WM 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 Generate expanded relationships and revenue growth for WM by networking and capitalizing on cultivated relationships Administrative work Use WM 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 Leadership/Mentoring Take the lead to mentor WM account management and sales staff to develop WM's internal bench strength. This could include orienting newly hired personnel in the organization as well as helping seasoned professionals looking for personal growth and development. Proactively seek out opportunities to share best practices and develop the talents of others within WM. III. Qualifications Must live and work in the US. A. Required Qualifications High School Diploma or GED (accredited) 6 years of business to business account management experience at a mastery level B. Preferred Qualifications Candidates currently in an Account Executive role at WM IV. Physical Requirements Listed below are key points regarding physical demands, physical and occupational risks, and the work environment of the job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of the job. Office: This job primarily operates in a professional office environment and routinely requires the use of standard office equipment such as computers, phones, copy machines, etc. Pay The expected base pay for this position across the U.S. is $27.21/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, qualifications, and work location. V. Benefits At WM, each eligible employee receives a competitive total compensation package that includes medical, dental, vision, life insurance, and short-term disability. In addition, we offer a stock purchase plan, company matching on a 401(k), and more. Employees also receive paid vacation, holidays, and personal days. Please note that benefits may vary by site. Benefits Paid Sick Days Prescription Drug Coverage 401K Stock Options Flexible Spending Accounts Retirement / Pension Plans Life Insurance Skills Administrative Skills Alternative Energy Best Practices Budgeting Business Services Business-to-Business (B2B) Consultative Sales Customer Escalations Customer Relations Customer Relationship Management (CRM) Systems Customer Retention/Renewal Customer Satisfaction Customer Support/Service Electricity Employee Orientation Federal Laws and Regulations Healthcare High School Diploma Information/Data Security (InfoSec) Inside Sales Leadership Medical Waste Mentoring Natural Gas Negotiation Skills Pricing Recycling Reporting Skills Retention Programs Revenue Growth Sales Sales Management Sales Tools Sales/Marketing Productivity Software Salesforce.com Small Business State Laws and Regulations Sustainability Training/Teaching Vehicle Fleets Waste Management Waste/Garbage/Recycle Collection Waste Management is North America's leading provider of comprehensive waste management services, serving more than 21 million municipal, commercial and industrial customers in the U.S. and Canada. We have invested in developing waste solutions for a changing world. Today, this includes not just disposal and recycling, but personal counseling to help customers achieve their green goals, including zero waste. Waste Management is North America's largest residential recycler and a renewable energy provider. We recover the naturally occurring gas inside landfills to generate electricity, called landfill-gas-to-energy. Waste Management’s fleet of natural gas trucks is the largest heavy-duty truck fleet of its kind in North America. With the largest network of recycling facilities, transfer stations and landfills in the industry, our entire business can adapt to meet the needs of every distinct customer segment. As North America's leading provider of comprehensive waste management services, our mission is to maximize resource value while minimizing impact in order to further both economic and environmental sustainability for all of our stakeholders. Company Size: 10,000 employees or more Industry: Other/Not Classified 1968 Website: Equal Employment Opportunity For United States: WM is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, gender identity, national origin, age, disability, status as a protected veteran or any other characteristic protected under applicable federal, state, or local law. For Canada: WM is committed to the principle of equal employment for all applicants and employees, without discrimination on the basis of all grounds protected by applicable human rights legislation. Accommodations are available on request for candidates taking part in all aspects of the selection process. Please notify us if you require accommodation. Real ID In order to travel by air or access federal property, federal law requires individuals have a REAL ID or an acceptable alternative. This position may require the successful candidate to travel by air for business reasons or service federal property. Accordingly, successful candidates must have, or be willing to obtain, a REAL ID or TSA‑approved alternative. #J-18808-Ljbffr Waste Management Inc