I. Job Summary
The Senior Account Executive (SAE) role is pivotal in driving sales by prospecting and closing deals with new customers while achieving budgeted sales goals. This strategic position involves developing and implementing effective selling strategies that ensure revenue growth and profitability. In addition to acquiring new clients, the SAE is dedicated to maintaining and enhancing existing business relationships, employing strong negotiation tactics to preserve contracts, and converting non-contracted customers into valuable clients.
This position requires regular collaboration, as it is a hybrid role that combines in-office work in Mason City, IA, remote work, and frequent customer site visits.
II. Essential Duties and Responsibilities
- Drive growth in assigned accounts by selling new services and products, preventing account losses, and increasing billable value.
- Establish business-to-business sales relationships to effectively manage prospects.
- Consistently achieve sales targets through well-planned prospect development and pipeline management.
- Mitigate revenue loss by proactively addressing customer cancellation requests and enhancing account retention strategies.
- Implement tailored plans during retention calls to boost customer service and overall profitability.
- Maintain high levels of customer satisfaction through effective communication and support.
- Ensure compliance with local, state, and federal regulations in proposed customer solutions; collaborate with Area Sales Managers to address unique customer challenges.
- Demonstrate extensive knowledge of customer needs, pricing, and competitive landscape to drive effective pricing and service strategies.
- Deepen industry knowledge to prepare complex proposals and optimizing equipment leasing options.
- Stay updated with internal sales strategies and external market trends to enhance performance.
- Collaborate closely with Plant Managers and Brokerage Account Managers to elevate materials upgrading for improved profitability.
III. Qualifications
The qualifications necessary for successful performance in this role include:
- A. Education and Experience
- Bachelor's Degree or equivalent work experience (High School Diploma or GED plus 4 years of relevant experience).
- A minimum of 4 years of direct business-to-business sales experience, including cold calling and phone-based prospecting.
- B. Other Knowledge, Skills, or Abilities Required
- Ability to build strong relationships and communicate with impact.
- Adaptability and professionalism in all interactions.
- Proactive in initiating action to achieve results.
- Strategic thinking skills to influence and negotiate effectively.
- Strong time management and organizational skills for efficient work processes.
- Proficient in computer and software applications with a clean driving record.
IV. Work Environment
This position primarily operates in a professional office environment and typically requires the use of standard office equipment such as computers, phones, and copy machines.
The expected base pay range for this hybrid position is $61,100 - $84,180, influenced by individual experience, education, and location. This role also includes eligibility for incentive pay.
Benefits
WM offers a competitive total compensation package that includes Medical, Dental, Vision, Life Insurance, and Short-Term Disability. Additional benefits include a Stock Purchase Plan, Pension, Paid Vacation, Holidays, and Personal Days. Please note that benefits may vary by site.
If you are looking for an exciting opportunity to make a significant impact, we encourage you to apply!