Account Executive III - Phoenix

As an EEO/Affirmative Action Employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, or veteran status.

I. Job Summary 
The Sr. Inside Account Executive (Sr. IAE) 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 Sr. IAE 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 Sr. IAE 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. The Sr. IAE is additionally responsible for generating revenue growth for WM by networking and capitalizing on cultivated relationships as well as acting as a mentor for the growth of internal staff. 

II. Essential Duties and Responsibilities 
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other minor duties may be assigned. 

Customer interaction (external and internal), response & follow up 
 

• 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, and 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, and increase account penetration through consultative selling skills 
• Negotiate, update, and renew customer service agreements to maximize profits by providing ongoing education of contract details and use of 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 as well as 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 and engage additional WM business opportunities, referring internally as appropriate
• Generate expanded relationships and revenue growth for WM by networking and capitalizing on cultivated relationships 

Administrative work 
 

• 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

Leadership/Mentoring 
 

• Take the lead to mentor WM account management and sales staff to develop WM's internal bench strength. This could include orienting newly hired personnel in the organization as well as helping seasoned professionals looking for personal growth and development. 
• Proactively seek out opportunities to share best practices and develop the talents of others within WM. 

III. Supervisory Responsibilities 
This position has no supervisory responsibilities. 

IV. Qualifications 
The requirements listed below are representative of the qualifications necessary to perform the job. 

A. Education and Experience 
 

• Education: High School Diploma or GED (accredited)
• Experience: Six (6) years of business to business account management experience at a mastery level 

B. Certificates, Licenses, Registrations or Other Requirements 
 

• None required. 

C. Other Knowledge, Skills or Abilities Required 
 

• Ability to effectively convert customer cancellation requests
• Ability to build relationships (advanced)
• Ability to set goals
• Proficient in time management
• Proficient in computer skills
• High impact communication
• Planning and organization
• Ability to negotiate (advanced)
• Financial acumen
• Leadership/mentorship skills

V. Work Environment 
Listed below are key points regarding environmental demands and work envir