Senior Outside Sales Account Executive

Senior Account Executive responsible for hunting new business and managing existing accounts in Jackson, MI. Selling to new customers and retaining existing relationships for growth and profitability.

Posted 7/14/2026full-timeJackson • Missouri • 🇺🇸 United StatesSeniorWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in business-to-business sales, including prospecting, cold calling, and account retention strategies. Proficient in developing and implementing sales strategies to achieve revenue growth while maintaining high customer satisfaction.

Highest-signal resume keywords

Business-To-Business SalesCold CallingSales Pipeline ManagementCustomer Relationship ManagementSalesforce.com (SFDC)

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

ProspectingClosing SalesNegotiationSales Strategy DevelopmentContract Management

Soft Skills

Customer SatisfactionCommunicationProblem SolvingRelationship Building

Certifications & Qualifications

Bachelor's DegreeHigh School Diploma or GED

Industry Keywords

Revenue GrowthAccount RetentionSales GoalsWaste ManagementMarket Trends

Tech Stack

Tools & technologies

SFDC

About the role

Key responsibilities & impact

The Senior Account Executive (SAE) will cover Jackson, MI and everything along the I-90 corridor over to Belleville, MI.
This position will mostly work from home and candidates must live in the territory.
This position is a combo hunter / farmer, meaning you will be responsible for new business (hunting) as well as retention of existing accounts (farming), with a heavy emphasis on hunting (in-person cold calling and prospecting for new business).
The Senior Account Executive 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 SAE 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.
SAEs 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 goals for new sales.
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 are compliant 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.

Requirements

What you’ll need

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)
*Preferred:* Recent experience with Salesforce.com (SFDC).

Benefits

Comp & perks

You’ll receive a top-notch benefits package, including Medical, Dental, Vision, Life Insurance and Short and Long Term Disability.
We have a great Employee Stock Purchase Program (ESPP), a fantastic company match on 401K (4.5% with NO vesting period), unlimited vacation time, and an annual education assistance benefit available for team members!