Key Accounts Executive I, Heavy Industrial

Quick Snapshot

The Key Accounts Executive responsible for this role in our business will be focused on large clients in the Heavy Industrial business. The ideal candidate will be a successful, highly experienced salesperson, with extensive field sales experience. We are also looking for someone who is self-motivated, works collaboratively with internal partners and is a great team player.

I. Job Summary
Generates revenue growth by using a consultative selling approach in the acquisition, growth, and retention of WM national accounts. Manages existing business relationships to achieve budgeted sales goals by developing and implementing sound business acquisition and retention strategies, using strong negotiation efforts to grow and preserve business, and securing contract agreements from new customers and previously non-contracted customers. Seeks out new clients to add to the Heavy Industrial portfolio.

This person will work remotely and candidates may live anywhere in the United States, but preferably near a major airport. 50-75% of overnight travel should be expected. 

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. 

• Matches WM services with prospective and current customer needs by demonstrating knowledge of the customers’ business, pricing and competition; effectively communicates pricing and service strategies; proactively engages other WM business segment channels, referring business internally, as appropriate.
• Establishes and maintains a high level of customer satisfaction for accounts. This includes meeting customer acquisition and retention goals. Communicates to and works with the Area teams and leadership to resolve unique customer issues.
• Reduces loss of accounts by diffusing cancellation requests. Meets or exceeds sales call activity goals for proactive account acquisition and retention.
• Increases revenue and profitability by executing sound plans on business acquisition and retention calls to improve the customers’ service and/or profitability.
• Acquires in depth industry and company knowledge to prepare complex new business proposals and make service recommendations.  Acts as a subject matter expert to the area teams on their industry segment. 
• Proposes integrated WM solutions that are compliant with appropriate local, state and federal regulations.
• Possesses a working knowledge of corporate contracting and is able to navigate and coordinate complex legal negotiations on behalf of WM.

III. Supervisory Responsibilities
This position will have no management responsibilities.

IV. Qualifications
The requirements listed below are representative of the qualifications necessary to perform the job.  Must live and work in the U.S. 

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

A. Education and Experience

• Education: Bachelor's Degree (accredited) or in lieu of degree, High School Diploma or GED (accredited) and 4 years of sales/marketing work experience.
• Experience: 7 years of work experience (in addition to education requirement) in Sales/Marketing, Business Administration

B. Certificates, Licenses, Registrations or Other Requirements

• None required.

C. Other Knowledge, Skills or Abilities Required

• Ability to convert customer cancellation requests in order to maintain revenue levels, and/or complex negotiations skills required.

V. Work Environment
Listed below are key points regarding environmental demands and work environment of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.

Normal setting for this job is: Remote / work from home, customer industrial facilities, corporate offices, airports, hotels.

The expected base pay range for this position across the U.S. is $96,500 - $136,160. This range represents a good faith estimate for this position. The specific salary offered to a successful candidate may be influenced by a variety of factors including the candidate’