Senior Account Executive

About the Role

The Senior Account Executive (SAE) drives prospecting and closing sales to new customers, developing and implementing sound selling strategies to meet or exceed budgeted sales goals. The role also manages existing business relationships, executing retention strategies, handling cancellation requests, and educating customers on contract details to secure commitments during face‑to‑face interactions. All customer service escalations within the defined territory are resolved by the SAE, who is tasked with maintaining and growing billable value in assigned accounts. Key responsibilities include initiating business‑to‑business sales relationships, managing a robust sales pipeline, and executing retention plans that improve customer service and profitability. The SAE must ensure high customer satisfaction, propose compliant solutions, communicate pricing strategies, and stay current on industry trends while collaborating with plant managers and brokerage account managers to upgrade materials and increase profitability. • Initiate business‑to‑business sales relationships. • Prospect and close sales to meet budgeted goals using effective selling strategies. • Develop and maintain prospect plans and a high‑quality sales pipeline. • Maintain relationship health standards and resolve cancellation requests to retain accounts. • Execute retention call plans to increase revenue and profitability. • Establish and sustain high levels of customer satisfaction. • Propose solutions that comply with local, state, and federal regulations and collaborate with Area Sales Managers on unique issues. • Prepare complex proposals and recommend equipment optimization and leasing options. • Stay updated on internal sales strategies, operational capabilities, and external market trends. • Collaborate with Plant Managers and Brokerage Account Managers to upgrade materials and achieve plant profitability goals.

Key Responsibilities

• ▸business development
• ▸pipeline management
• ▸retention calls
• ▸customer satisfaction
• ▸solution proposals
• ▸compliance

What You Bring

Required qualifications are a bachelor’s degree (or high school diploma/GED with four years of relevant experience) and at least four years of direct B2B sales experience, including cold calling and securing customer appointments. Preferred qualifications are not specified. Candidates must demonstrate strong negotiation, communication, and strategic planning abilities. The position operates primarily in a professional office environment, requiring standard office equipment such as computers, phones, and copy machines. Reasonable accommodations are provided to enable individuals with disabilities to perform essential functions. Candidates may need a REAL ID or TSA‑approved alternative for air travel or access to federal property, and must be willing to obtain one if required. • Communicate pricing and service strategies, demonstrating knowledge of customer needs and competition.

Requirements

• ▸bachelor’s degree
• ▸b2b sales
• ▸cold calling
• ▸negotiation
• ▸strategic planning
• ▸pricing strategy

Benefits

The expected base pay range is $67,000‑$72,000, with commission eligibility. Final salary offers may be influenced by experience, education, certifications, qualifications, and work location. Employees receive a competitive total compensation package that includes medical, dental, vision, life insurance, short‑term disability, a stock purchase plan, 401(k) match, paid vacation, holidays, and personal days, though benefits may vary by site. At WM, the value of a job extends beyond a paycheck, emphasizing a people‑first culture, commitment to employee growth, family‑like environment, stability, and a focus on building a sustainable future.

Work Environment

Remote