Job Description

Quick Snapshot

This is an outside / field sales role covering the Houston, TX area. This will be a hybrid / work-from-home position, with occasional visits to our local Material Recovery Facilities (MRFs), but candidates must be local to the territory. This position is 70% hunter (calling on new business) and 30% farming (retention of existing accounts). Prior outside / field sales experience in a business to business (B2B) setting will be preferred, with a strong preference for someone who loves to hunt and prospect for new business.

I. Job Summary
The WMRA Account Executive-Sourcing position generates new account revenue in new accounts and revenue growth in existing accounts utilizing a consultative selling approach in the sale of WM recycling services to large, complex accounts. The AE-Sourcing is responsible for prospecting and closing sales to new customers to achieve budgeted sales goals. The AE-Sourcing develops and implements sound selling strategies that ensure revenue growth at target or greater profitability levels by selling to new customers only.

In addition, the AE-Sourcing is responsible for managing existing business relationships in order to achieve budgeted sales 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 AE-Sourcing 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 escalations for customer service within the defined territory will be resolved through this position.

This is a field-based position. This position is eligible to participate in sales compensation and recognition programs upon successful completion of sales orientation and/or training programs.

II. Essential Duties and Responsibilities

• Establish and maintain a high level of customer satisfaction. Communicate to and work with the Director – Sourcing Sales to resolve unique customer issues.
• Effectively manage prospects by developing sound marketing plans and maintaining key information in the prospect database. Maintain sales pipeline to achieve goals for new sales.
• Match (WMRA recycling) services with customer needs by demonstrating knowledge of customers, pricing and competition; effectively communicate pricing and service strategies; proactively engage other WM business opportunities, referring internally as appropriate.
• Work closely and effectively communicate with Plant Managers and Brokerage Account Managers to assist in upgrading materials to increase profitability and achieve plant goals.
• Using in-depth industry and company knowledge, prepare complex proposals and make recommendations on equipment optimization and leasing options.
• Maintain current knowledge of external market trends and internal sale strategies and operational capabilities.
• Reduce lost accounts by 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.
• Effectively use WM sales productivity software tools (i.e. Prospect and Customer Database, Proposal Program, Pricing Tools, etc.). Update and secure customer service agreements.
• Acquire in-depth industry and company knowledge in order to prepare complex proposals and make recommendations on equipment optimization and leasing options.
• Propose customer solutions that are compliant with appropriate local, state and federal regulations. Establish and maintain a high level of customer satisfaction. This includes meeting customer retention goals. Communicate to and work with the (Recycle America) Sales Director to resolve unique customer issues.
• Other duties as assigned.

III. Qualifications

A. Required Qualifications

• Bachelor's Degree (accredited) or in lieu of bachelor’s degree
• High School Diploma GED (accredited) and equivalent experience
• 3 years in direct business-to-business sales, business-to-business cold calling, and phone based business-to-business prospecting resulting in successfully obtaining customer appointments.

IV. 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 the field / outside sales and in a professional office environment and routinely requires the use of standard office equipment such as computers, phones, copy machines, etc.

V. 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 401K, and more! Our employees also receive Paid Vacation, Holidays, and Personal Days. Please note that benefits may vary by site.

If this sounds like the opportunity that you have been looking for, please click Apply.

ABOUT WM

WM ( WM.com) is North America's leading provider of comprehensive environmental solutions. Previously known as Waste Management and based in Houston, Texas, WM is driven by commitments to put people first and achieve success with integrity. The company, through its subsidiaries, provides collection, recycling and disposal services to millions of residential, commercial, industrial, medical and municipal customers throughout the U.S. and Canada. With innovative infrastructure and capabilities in recycling, organics and renewable energy, WM provides environmental solutions to and collaborates with its customers in helping them pursue their sustainability goals. WM has the largest disposal network and collection fleet in North America, is the largest recycler of post‑consumer materials and is a leader in beneficial use of landfill gas, with a growing network of renewable natural gas plants and the most landfill gas‑to‑electricity plants in North America. WM’s fleet includes more than 12,000 natural gas trucks – the largest heavy‑duty natural gas truck fleet in the industry in North America. Healthcare Solutions provides collection and disposal services of regulated medical waste, as well as secure information destruction services, in the U.S., Canada and Western Europe. To learn more about WM and the company’s sustainability progress and solutions, visit Sustainability.WM.com

Equal Employment Opportunity

For United States: WM is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, gender identity, national origin, age, disability, status as a protected veteran or any other characteristic protected under applicable federal, state, or local law.

For Canada: WM is committed to the principle of equal employment for all applicants and employees, without discrimination on the basis of all grounds protected by applicable human rights legislation. Accommodations are available on request for candidates taking part in all aspects of the selection process. Please notify us if you require accommodation.

Real ID

In order to travel by air or access federal property, federal law requires individuals have a REAL ID or an acceptable alternative. This position may require the successful candidate to travel by air for business reasons or service federal property. Accordingly, successful candidates must have, or be willing to obtain, a REAL ID or TSA‑approved alternative.