Account Executive - Plymouth, MI

About the Role

In this position, the AE generates shareholder value by using a consultative approach to retain larger and more complex Small/Medium Business customers within an assigned territory. The focus is on meeting budgeted retention goals, negotiating and updating contracts, and expanding revenue from existing customers while aligning with Waste Management’s growth objectives. Key duties include serving as the primary contact for assigned accounts, aligning WM products and services to customer needs, and negotiating service agreements to maximize profit. The AE resolves complex customer requests, collaborates with the Inside Sales Manager on escalations, and works with the sales team to uncover growth opportunities. Daily responsibilities also involve using Salesforce and pricing tools, preparing reports, and handling administrative tasks. • Serve as lead point of contact for assigned customer accounts, ensuring high satisfaction and lasting relationships. • Align WM products and services with customer needs, delivering compliant, consultative solutions. • Negotiate, update, and renew service agreements to maximize profitability and educate customers on contract terms. • Resolve challenging requests and collaborate with the Inside Sales Manager on escalations. • Communicate rates, charges, and service strategies confidently while applying incentives within profit targets. • Partner with the sales team to identify and grow opportunities within the territory and refer additional WM business. • Utilize Salesforce.com and pricing tools accurately for sales productivity. • Prepare reports and manage general administrative duties as required. • Convert customer cancellation requests effectively. • Set goals, manage time efficiently, and exhibit high‑impact communication.

Key Responsibilities

• ▸salesforce crm
• ▸pricing tools
• ▸contract negotiation
• ▸customer retention
• ▸report preparation
• ▸escalation management

What You Bring

The Account Executive (AE) role is an inside sales position that can be performed from home, but candidates should reside in the metro Detroit area to attend weekly in‑person office visits in Plymouth, MI. This is a combo hunter/farmer role, requiring both new‑business development through cold calling and prospecting, as well as retention of existing accounts. Applicants need solid B2B sales experience and the ability to manage a book of business effectively. Candidates must hold a high school diploma or GED and have either one year of WM experience or five years of B2B account management. Essential skills include converting cancellation requests, building strong relationships, goal setting, time management, computer proficiency, high‑impact communication, negotiation, planning, organization, and financial acumen. WM is an equal‑opportunity employer in the United States and Canada, offering accommodations throughout the hiring process. The role may require a REAL ID or TSA‑approved alternative for travel to federal facilities. • High School Diploma or GED (accredited). • Minimum 1 year WM experience or 5 years B2B account management. • Demonstrate strong relationship‑building and negotiation abilities. • Maintain computer proficiency and financial acumen.

Requirements

• ▸high school
• ▸b2b sales
• ▸negotiation
• ▸computer skills
• ▸financial acumen
• ▸inside sales

Benefits

The work environment combines a traditional office setting with the flexibility of remote work, requiring routine use of computers, phones, and copy machines. Employees are expected to maintain professional standards in both locations. WM offers a comprehensive benefits package that includes medical, dental, vision, life insurance, and short‑ and long‑term disability coverage. Additional perks are an Employee Stock Purchase Program, a 401(k) match of up to 4.5% with no vesting period, unlimited vacation, and an annual education assistance benefit. • Medical, dental, vision, life insurance, and short/long‑term disability coverage. • Employee Stock Purchase Program and 401(k) match up to 4.5% with no vesting. • Unlimited vacation time. • Annual education assistance benefit.

Work Environment

Field