Senior Outside Sales Account Executive

full-time

Posted on: 8/27/2025

Location: Tennessee • 🇺🇸 United States

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Senior

About the role

Senior Account Executive covering west Knoxville, TN territory for WM (waste management and environmental services).
Hybrid outside sales role (combo hunter/farmer) responsible for new business development and retention of existing accounts.
Prospect and close sales to new customers to achieve budgeted sales goals; develop and implement selling strategies.
Manage prospects with prospect development plans and maintain sales pipeline.
Handle customer cancellation requests, educate customers on contract details, obtain contract commitments during face-to-face interactions.
Resolve all customer service escalations within the defined territory.
Execute retention calls to improve customer service and profitability; use negotiation to preserve business.
Propose compliant customer solutions and work with Area Sales Managers to resolve unique issues.
Prepare complex proposals and recommend equipment optimization and leasing options.
Maintain knowledge of external market trends and internal sales strategies; collaborate with Plant Managers and Brokerage Account Managers to increase profitability.

Education: Bachelor's Degree (accredited) OR in lieu of degree, High School Diploma or GED (accredited) and four (4) years of relative work experience.
Experience: Five (5) 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.
Prior outside / field sales experience in a B2B setting preferred.
Must live in the west Knoxville, TN territory; occasional visits to local office (Heiskell, TN).
Strong prospecting and cold calling skills; aggressive hunter mentality.
Ability to manage pipeline and prospects, develop prospect plans, and maintain key information in prospect database.
Retention skills: diffuse cancellation requests, negotiate, and preserve business.
Demonstrated knowledge of customers' needs, pricing and competition; strong communication and negotiation skills.
Acquire in-depth industry and company knowledge to prepare complex proposals and recommend equipment optimization and leasing options.
General competencies: Build Relationships; Communicate With Impact; Demonstrate Adaptability; Demonstrate Professionalism; Initiate Action; Produce Results; Think Strategically; Gain Commitment; Influence and Negotiate; Manage Work/Time; Plan and Organize; Use Ethical Practices; Problem solving skills; Proficient with computer and software applications.