Senior Account Executive (Twin Cities)

About the Role

The Senior Account Executive (SAE) role is responsible for prospecting and closing sales to new customers to achieve budgeted sales goals. This position develops and implements sound selling strategies that ensure revenue growth at target or greater profitability levels by selling to new customers. Additionally, the role manages existing business relationships to meet sales and price goals, using retention strategies, strong negotiation, and securing contracts from previously non‑contracted customers. The SAE “saves, secures, and converts” by handling cancellation requests, educating customers on contract details, and obtaining contract commitments during face‑to‑face interactions, while resolving all customer service escalations within the defined territory. Senior Account Executives maintain and grow billable value in their assigned accounts, prevent account losses, and increase revenue by selling permanent new waste streams, services, and products to current and prospective customers. They initiate business‑to‑business sales relationships, prospect, and close opportunities to meet budgeted goals, while developing prospect plans and maintaining a robust sales pipeline. Retention efforts focus on minimizing revenue loss, meeting proactive account‑retention call activity goals, and improving customer service and profitability through retention calls. The role requires establishing high customer satisfaction, proposing solutions that comply with local, state, and federal regulations, and collaborating with Area Sales Managers to resolve unique issues. Executives demonstrate knowledge of customer needs, pricing, and competition, communicate pricing and service strategies, and proactively identify additional WM business opportunities. They acquire deep industry and company knowledge to prepare complex proposals, recommend equipment optimization and leasing options, and stay current on internal sales strategies, operational capabilities, and market trends. Effective communication with Plant Managers and Brokerage Account Managers is essential to assist in upgrading materials, increasing profitability, and achieving plant goals. Other duties may be assigned as needed. • Prospect and close new B2B sales to meet budgeted targets. • Develop and implement selling strategies that drive revenue and profitability. • Manage existing accounts, retain business, and secure contract agreements from non‑contracted customers. • Handle customer cancellation requests and provide contract education during face‑to‑face interactions. • Maintain a high‑quality sales pipeline and prospect database. • Meet proactive account‑retention call activity goals to minimize revenue loss. • Propose compliant customer solutions and collaborate with Area Sales Managers on unique issues. • Prepare complex proposals, recommend equipment optimization and leasing options. • Stay informed on internal sales strategies, operational capabilities, and market trends. • Coordinate with Plant Managers and Brokerage Account Managers to upgrade materials and increase profitability.

Key Responsibilities

• ▸b2b sales
• ▸account retention
• ▸proposal prep
• ▸equipment optimization
• ▸plant coordination
• ▸compliance solutions

What You Bring

Required qualifications include a bachelor’s degree (or a high‑school diploma/GED with four years of relevant experience) and at least four years of direct B2B sales, cold calling, and phone‑based prospecting experience. Preferred qualifications include prior outside‑sales experience, preferably within the services industry. The role may require travel by air, thus candidates must possess a REAL ID or an acceptable TSA‑approved alternative. WM emphasizes a people‑first culture, commitment to employee growth, and a sustainable tomorrow. • Required: Bachelor’s degree (or high‑school diploma/GED with 4 years experience) and 4 years of direct B2B sales, cold calling, and phone prospecting. • Preferred: Outside‑sales experience, especially in the services industry.

Requirements

• ▸bachelor's
• ▸b2b sales
• ▸cold calling
• ▸outside sales
• ▸travel
• ▸real id

Benefits

The position operates primarily in a professional office environment with standard office equipment and is offered as a hybrid role. The base pay range is $63,000‑$75,000, with eligibility for incentive pay, and compensation may vary based on experience, education, certifications, and location. Benefits for eligible employees include medical, dental, vision, life insurance, short‑term disability, a stock purchase plan, company‑matched 401(k), paid vacation, holidays, and personal days, though benefits may differ by site. • Hybrid office role with base salary $63k‑$75k plus incentive pay. • Benefits include medical, dental, vision, life insurance, short‑term disability, stock purchase plan, 401(k) match, paid vacation, holidays, and personal days.

Work Environment

Onsite