Major Account Executive

JOB DESCRIPTION SUMMARY:

The Major Account Executive is responsible for identifying leads and proactive prospects to selling new and profitable business within an assigned geographic area and over an assigned revenue threshold. The Account Executive is required to sell the full suite of Apple Valley Waste products’, which includes small and large containers for municipal solid waste and recycling. The Major Account Executive meets regularly with prospective new clients in his or her assigned market area to deliver sales presentations, follow up with key decision makers and sell all services, including waste stream management solutions, as appropriate.

ESSENTIAL DUTIES/RESPONSIBILITIES:

• Identifies viable leads, manages prospects, and acquires new, profitable commercial, industrial, and recycling business to meet and exceed monthly established targeted revenue goals.
• Follows up on the leads within 2 hours and always creates a follow up task in CRM to determine the next step.
• Utilizes CRM daily, schedules and documents all activities, and develops robust information profiles on prospective customers to facilitate acquisition of new customers.
• Prepares and delivers sales presentations to prospective new clients; follows up with key customer decision makers to close sales.
• Develops and maintains an awareness of market behavior and competitive trends in designated markets to anticipate changing customer needs.
• Maintains a thorough knowledge of the Company’s available services, lines of business, and pricing structures; offers additional services to existing and potential commercial, industrial, and recycling clients, to grow targeted profitable revenue and contribute to Company goals and objectives.
• Completes required Customer Service Agreements, reports, and other paperwork in a timely manner and in accordance with Company policy.
• Regularly meets with Sales Manager to review weekly customer retention and relationship activities, progress versus goals and status of key customer relationships.
• Builds relationships and increases Company visibility through participation in Company-sponsored activities as required; attends trade shows, chamber of commerce events and other events, as necessary. Acts as a Company representative at community events, where required.
• Performs other job-related duties as assigned or apparent.

REQUIRED KNOWLEDGE, SKILLS, AND ABILITIES:

• Experience developing comprehensive sales strategies.
• Professional presentation; is confident, assertive and displays a high level of self-esteem.
• Good time management skills to ensure assigned responsibilities are completed in an efficient manner.
• Effective communication skills (written and verbal); can effectively communicate with all levels of management, both internally and externally.
• Strong active listening skills; gives full attention to what other people are saying, takes time to understand the points being made, ask questions when appropriate, and letting others fully state their ideas.
• Grasps concepts quickly and has good follow through skills; adheres to work schedule and follows through on challenges as they arise; maintains a positive outlook.
• Has the ability to identify the information needed to clarify a situation; seeks information from appropriate sources; can tackle a problem using a logical, sequential approach and can anticipate the implications of actions.
• Is self-motivated; maintains a feeling of pride in work; has a strong work ethic and strives to achieve all goals; is competitive and has a strong drive to win; takes appropriate risks.
• Is trustworthy and always maintains the highest level of confidentiality.
• Is high energy, friendly and engaging; has excellent persuasion skills; can persuade others to change their minds or behavior.
• Has a service orientation; is actively looking for ways to help people.
• Ability to foster teamwork and enlist the support and participation of others.
• Demonstrates the ability for innovation and supports organizational change to enhance organizational effectiveness.
• Is responsible for one’s performance and sets clear expectations for the performance of his or her team.

QUALIFICATIONS, EDUCATION AND EXPERIENCE:

• Bachelor’s Degree or 5 years relevant sales experience. (Required)
• Minimum of 2 years of direct selling experience in a customer-facing role that includes identifying and addressing customer needs. (Required)
• Valid driver’s license. (Required)
• Waste or service industry experience. (Preferred)

WORK ENVIRONMENT:

• This work is typically performed indoors in an office setting.
• Employees are frequently exposed to routine office noise.
• On occasion, an employee may have a need to enter the garage and/or yard; when necessary, the employee will be exposed to loud noise and various weather conditions.

• Appropriate Personal Protective Equipment is required to be properly worn when and where required and will be provided to the employee.