Role Description

The Account Executive II (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. This position is remote; however, the employee will need to reside in southern CA based on business need.

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.
• 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.
• Increase account penetration through consultative selling skills.
• Negotiate, update, and renew customer service agreements to maximize profits.
• Provide ongoing education of contract details and use 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.
• 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.
• 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.

Qualifications

• Must live and work in the U.S.
• High School Diploma or GED (accredited).
• 1 year WM experience or 5 years of business-to-business account management at a proficient level.
• Prior experience in inside sales (preferred).

Physical Requirements

• This job primarily operates in a professional office environment.
• Routinely requires the use of standard office equipment such as computers, phones, copy machines, etc.

Benefits

• Competitive total compensation package including Medical, Dental, Vision, Life Insurance, and Short-Term Disability.
• Stock Purchase Plan.
• Company match on 401K.
• Paid Vacation, Holidays, and Personal Days.
• Note: Benefits may vary by site.