Senior Account Executive - Salesforce knowledge (CRM)

Job title: Senior Account Executive

Job Summary

The  Senior Account Executive (SAE) role is responsible for prospecting and closing sales to new customers to achieve budgeted sales goals. This position develops and implements sound selling strategies that ensure revenue growth at target or greater profitability levels by selling to new customers. Additionally, the role is responsible for managing existing business relationships in order to achieve budgeted sales and price goals by developing and implementing sound retention strategies, utilizing strong negotiation efforts to preserve business, and securing contract agreements from previously non-contracted customers. The Senior Account Executive will "save, secure, and convert" by handling all customer cancellation requests, providing ongoing education of contract details to existing customers, and by obtaining customer contract commitments during face-to-face interactions. All customer service escalations within the defined territory will be resolved through this position. SAEs are responsible for maintaining and growing billable value in their assigned accounts.

This is an outside sales role that is Work from home (WFH). It requires travel (client visits) across the Calgary Area. Candidates need to be physically in the Calgary area in order to be considered.

Essential Duties and Responsibilities
 

• Senior Account Executives are responsible for maintaining and growing billable value in their assigned accounts; preventing customer account losses and growing billable value by selling permanent new waste streams, new services, and new products to current and prospective customers.


• Initiate business-to-business sales relationships.


• Responsible for prospecting and closing sales opportunities to achieve budgeted sales goals by developing and implementing sound selling strategies.


• Manage prospects by developing sound prospect development plans and maintaining key information in the prospect database. Maintain sales pipeline (both in terms of quantity and quality) to achieve new sales goals.


• Minimize most revenue and accounts by maintaining SSDO relationship health standards and diffusing cancellation requests. Meet or exceed sales call activity goals for proactive account retention.


• Increase revenue and profitability by executing sound plans on retention calls to improve the customers’ service and/or profitability.


• Establish and maintain a high level of customer satisfaction.


• Propose customer solutions that comply with appropriate local, state and federal regulations. Communicate to and work with the Area Sales Managers to resolve unique customer issues.


• Demonstrate knowledge of customers’ needs, pricing and competition; effectively communicate pricing and service strategies; proactively engage other WM business opportunities, referring internally as appropriate.


• Acquire in-depth industry and company knowledge in order to prepare complex proposals and make recommendations on equipment optimization and leasing options.


• Maintain current knowledge of internal sale strategies and operational capabilities, and external market trends.


• Work closely and effectively communicate with Plant Managers and Brokerage Account Managers to assist in upgrading materials to increase profitability and achieve plant goals.

Qualifications 

A. Required Qualifications 
 

• Bachelor's Degree (accredited) or in lieu of degree


• High School Diploma or GED (accredited) and 4 years of relative work experience


• 4 years of work experience in direct business-to-business sales, business-to-business cold calling, and phone based business-to-business prospecting resulting in successfully obtaining customer appointments (in addition to education requirement)

B. Preferred Qualifications 

• Salesforce knowledge (CRM)
   

Physical Requirements

Listed below are key points regarding physical demands, physical and occupational risks, and the work environment of the job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of the job.

Office: This job primarily operates in a professional office environment and routinely requires the use of standard office equipment such as computers, phones, copy machines, etc.

Must live and work in Canada.

Pay: The expected base pay range for this position across Canada is $70,000 - $85,000. 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’s relevant experience, education, training, certifications, qualifications, and work location. In addition, this position is eligible for commission.

Benefits 
At WM, each eligible employee receives a competitive total compensation package including Medical, Dental, Vision, Life Insurance and Short-Term Disability. As well as a Stock Purchase Plan, Company match on RRSP, and more! Our employees also receive Paid Vacation, Holidays, and Personal Days. Please note that benefits may vary by site. 

 

Ideal Candidate

Go getter – passionate – strong team ethic – potential to be a leader – desire to move up in the company – not afraid to ask questions and shake the shed – strong will – not afraid to take risk – lots of grey area – make a decision

 

Experience in account management – exp with book of business – new business generation

Customer service background

 

Well establish book – 70% hunter 30% farmer

Rebuild a book

M-F are admin days

T-W-T are in the field

Debrief with manager weekly for a couple month then bi weekly once up and running

Long term contracts for services– 3 years usually – 6 month penalty

Negotiation – price increase yearly

Portfolio 350-450k monthly – 50-75 clients

42k commissions – 3.5k monthly - 2-5k in commissions on average per month