Sr. Outside Sales Account Executive - East Grand Rapids, MI

About the Role

The SAE is responsible for prospecting and closing sales to new customers in order to meet or exceed budgeted sales goals. The position also develops and implements selling strategies that drive revenue growth while maintaining profitability. Additionally, the SAE manages existing relationships, negotiates contracts, and resolves escalations within the territory. Key duties include maintaining and growing billable value by selling new waste streams, services, and products to both current and prospective customers. The SAE initiates B2B sales relationships, develops prospect plans, and keeps the sales pipeline robust in both quantity and quality. Retention activities involve diffusing cancellation requests, meeting call‑activity targets, and proposing solutions that comply with local, state, and federal regulations. Collaboration with Area Sales Managers, Plant Managers, and Brokerage Account Managers is essential to resolve issues and improve profitability. The work environment combines office, remote, and field settings, with routine use of computers, phones, and office equipment. The role involves a mix of inside and outside sales activities to support customers throughout the territory. • Retain and grow existing accounts by handling cancellations, educating customers, and negotiating contracts. • Maintain a robust sales pipeline and meet proactive account‑retention activity goals. • Sell new waste streams, services, and products while ensuring regulatory compliance. • Develop and present complex proposals, including equipment optimization and leasing options. • Collaborate with Area Sales Managers, Plant Managers, and Brokerage Account Managers to resolve issues and increase profitability. • Achieve budgeted sales and profitability targets through strategic selling and negotiation. • Maintain knowledge of internal sales strategies, operational capabilities, and external market trends.

Key Responsibilities

• ▸account retention
• ▸pipeline management
• ▸new sales
• ▸proposal development
• ▸collaboration
• ▸regulatory compliance

What You Bring

The Senior Account Executive (SAE) will cover the East Grand Rapids, MI territory and works in a hybrid model that includes occasional visits to the local office, so candidates must reside in the area. The role combines hunting new business with farming existing accounts, with a strong emphasis on cold‑calling and prospecting. Prior outside or field sales experience in a B2B environment is preferred. A bachelor’s degree (or equivalent experience) is required, as is a high school diploma or GED with at least four years of relevant work experience. Candidates must have four years of direct B2B sales experience, including cold‑calling and securing customer appointments. Core competencies include relationship building, strategic thinking, influence, negotiation, problem‑solving, and proficiency with standard computer applications. WM is an equal‑opportunity employer and provides accommodations for applicants with disabilities throughout the hiring process. The position may require a REAL ID or TSA‑approved alternative for travel to federal property or air travel. • Required: Bachelor’s degree or high school diploma with 4 years of B2B sales and cold‑calling success. • Demonstrate competencies such as relationship building, strategic thinking, influence, and problem solving.

Requirements

• ▸b2b sales
• ▸cold‑calling
• ▸bachelor’s degree
• ▸relationship building
• ▸strategic thinking
• ▸negotiation

Benefits

Employees receive a comprehensive benefits package that includes medical, dental, vision, life insurance, and short‑ and long‑term disability coverage. Additional perks feature an employee stock purchase program, a 4.5% 401(k) match with no vesting period, unlimited vacation, and an annual education assistance benefit. These offerings underscore WM’s commitment to employee well‑being and growth. • Benefits include medical/dental/vision, life insurance, disability, ESPP, 4.5% 401(k) match, unlimited vacation, and education assistance.

Work Environment

Field