Major Account Executive

Summary

The Major Account Executive is a field-based, direct sales role focused on retaining high-value clients and driving account growth through upselling and contract expansions. This role requires consultative engagement with key decision-makers to implement effective, enterprise-wide waste management strategies. The Major Account Executive will oversee large accounts, broker partnerships, and RFP processes, working to maximize customer value and revenue in open markets, semi-franchise and franchise markets.

Job Description

Manage major client accounts to increase customer satisfaction, retention, and contract renewals.

Identify opportunities for account growth by introducing new services, recycling programs, and sustainability initiatives.

Oversee a book of business within an assigned territory of key accounts.

Understanding of recycling regulations and state mandates to support clients with compliance.

Develop account plans to align with client needs and manage territory performance

Use a consultative sales approach to engage with decision makers on tailored waste strategies that meet clients' needs and regulatory requirements.

Build strong, long-term relationships with key stakeholders, brokers, and municipal partners.

Maintain knowledge of market trends, competitive offerings, and industry changes to position the company effectively.

Collaborate with internal departments (operations, finance, and customer service) to ensure seamless service delivery and customer satisfaction.

Collaborate on institutional RFP submissions, broker deals, and contract negotiations to secure new business and retain existing accounts.

Job Qualifications:

Associates' degree in Environmental Science, Business, Sales, or related field (preferred but not required).

3+ years of proven consultative sales experience, ideally in waste management, recycling, environmental services, or similar industries.

Demonstrated success managing high-value accounts with a focus on retention, growth, and strategic partnerships.

Strong consultative selling and negotiation skills, with the ability to identify client needs and offer tailored solutions.

Territory management expertise with experience forecasting and managing pipeline performance.

Proficiency with CRM tools (e.g., Salesforce) to manage account activity and reporting.

Exceptional communication, presentation, and relationship-building skill

Salary: $68,640 - $75,984/year with uncapped commission

Benefits:

Competitive wages

Comprehensive benefit package Medical, Dental, Vision

401K

Life Insurance

Paid Vacation and Sick Time

Career plan

Recognition programs

Professional development learning

An exceptional work environment

Athens will consider for employment qualified applicants with criminal histories in a manner consistent with the requirements of the Los Angeles Fair Chance Initiative for Hiring Ordinance and any other applicable state, federal or local laws. EEO/M/F/disability/veteran