Sr. Outside Sales Account Executive - Nashville, TN

Quick Snapshot

The Senior Account Executive (SAE) will cover a territory in the Nashville area. This hybrid position requires occasional visits to the local office, so candidates must live in Middle Tennessee. The role is a combo hunter/farmer, responsible for new business as well as retention of existing accounts. We seek an aggressive hunter who loves cold calling and prospecting in a B2B setting. Prior outside/field sales experience is preferred.

Job Summary

The Senior Account Executive is responsible for prospecting and closing sales to new customers to achieve budgeted sales goals, developing and implementing sound selling strategies, and managing existing business relationships to achieve budgeted sales and price goals. The position also handles customer cancellations, provides education on contract details, and secures contract commitments during face‑to‑face interactions. All customer service escalations within the territory are resolved through this role.

Essential Duties and Responsibilities

• Initiate business‑to‑business sales relationships
• Prospect and close sales opportunities to achieve budgeted sales goals by implementing effective selling strategies
• Develop prospect development plans and maintain key information in the prospect database; maintain sales pipeline to achieve new sales goals
• Minimize revenue loss and account churn by maintaining strong relationships and diffusing cancellation requests; meet or exceed call activity goals for proactive account retention
• Increase revenue and profitability by executing sound plans on retention calls to improve customer service and/or profitability
• Establish and maintain a high level of customer satisfaction
• Propose compliant customer solutions in accordance with local, state, and federal regulations; coordinate with Area Sales Managers to resolve unique customer issues
• Demonstrate knowledge of customer needs, pricing, and competition; communicate pricing and service strategies; engage other Waste Management business opportunities and refer internally as appropriate
• Acquire in‑depth industry and company knowledge to prepare complex proposals and recommend equipment optimization and leasing options
• Maintain current knowledge of external market trends and internal sale strategies and operational capabilities
• Work closely with Plant Managers and Brokerage Account Managers to upgrade materials, increase profitability, and achieve plant goals

Supervisory Responsibilities

This job has no supervisory duties.

Qualifications

Education and Experience

• Bachelor's Degree (accredited) or a qualified substitute
• High School Diploma or GED (accredited) and 4 years of related work experience
• 4 years of experience in direct B2B sales, B2B cold calling, and phone‑based B2B prospecting, resulting in successful customer appointments (in addition to the education requirement)

Other Knowledge, Skills or Abilities Required

• 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

Work Environment

• Office setting, work from home office, and outside sales

Compensation & Benefits

You will receive a comprehensive benefits package, including medical, dental, vision, life insurance, and short and long‑term disability. We offer an employee stock purchase program (ESPP), a 401(k) plan with a 4.5% company match (no vesting period), unlimited vacation time, and we also pay for continuing your education.

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

Travel by air or access to federal property requires a REAL ID or an acceptable alternative. This position may require travel by air for business reasons or service federal property. Successful candidates must have, or be willing to obtain, a REAL ID or TSA‑approved alternative.