Account Executive

Primary Responsibilities

• Solicit trade show organizers, convention planners, and corporate event coordinators to generate new business
• Meet or exceed annual sales goals while maintaining profitability targets
• Build and maintain strong relationships with assigned customers and prospects, ensuring repeat business and a growing sales pipeline
• Perform targeted outbound sales efforts, including cold calling, in-person prospecting, and lead generation
• Develop and manage a balanced sales pipeline, consisting of short-, mid-, and long-term opportunities
• Prepare and present customized proposals, pricing quotes, and RFP responses tailored to client needs
• Negotiate and secure new and existing business contracts, ensuring mutually beneficial agreements
• Ensure SOP Compliance by identifying and addressing any variances from the Standard Operating Procedures (SOPs) and suggesting improvements where applicable
• Oversee Project Planning & Execution, completing all SPM Checklist tasks on time, client expectations are exceeded, and risk mitigation strategies are in place
• Serve as a Brand Ambassador, representing Heritage at all client interactions, networking events, and industry functions

Additional Responsibilities

• Collaborate with Heritage's Production Teams to ensure seamless execution of pre-show, on-site, and post-show operations
• Coordinate labor calls, site visits, and logistical planning to mitigate risks and streamline event setup
• Maintain accurate records of sales activities, reporting benchmarks, and client communications in Salesforce or CRM
• Attend local and national industry events to build professional networks and increase brand visibility
• Oversee all event documentation, including work orders, load lists, production outlines, and billing
• Conduct daily safety meetings with production crews and maintain open communication with logistics and warehouse teams
• Ensure client expectations are met and exceeded, addressing issues proactively and implementing contingency plans
• Mentor and support junior sales and operations team members, fostering a collaborative and positive team environment
• Continually refine sales strategies, operational processes, and customer engagement techniques to enhance efficiency and service quality
• Provide on-site event support as needed, ensuring smooth execution and resolving last-minute challenges

Requirements

• 3+ years of sales, event management, or business development experience
• Proven track record in achieving revenue targets and closing sales contracts
• Strong client relationship management and consultative selling skills
• Ability to travel for prospecting, client meetings, and on-site event support
• Proficiency in: Microsoft Excel (financial tracking, sales reporting), Microsoft Word (proposal and contract documentation), Microsoft Outlook (email and scheduling), Salesforce or equivalent CRM system
• Excellent problem-solving skills, particularly in high-pressure, on-site event settings
• Exceptional verbal and written communication skills, with strong negotiation abilities
• Self-motivated, detail-oriented, and able to manage multiple accounts simultaneously

Preferred

• Experience in trade shows, event services, or general contracting
• Familiarity with industry regulations, venue logistics, and exhibitor services
• Strong presentation skills for client meetings and capability presentations