Account Executive

Territory & Market Analysis

• Conduct territory analysis, including physical mapping of the market, competition review, potential customer base, and other demographic/business data.
• Maintain ongoing assessment of existing markets and develop appraisal for new markets.

Prospect Development & New Business Generation

• Develop qualified prospects and initiate marketing calls (either via phone or in-person).
• Maintain a sales leads sheet; review weekly with the Sales Manager at pipeline review.
• Meet weighted scorecard metric minimum.
• Review open-rate data from the company's direct mail/email marketing campaigns and initiate follow-up contact.

Sales & Contract Management

• Pricing, Proposals & Negotiations
• Negotiate bill rates and terms of service within Hughes' minimum standards (discuss special arrangements with the Sales Director or CEO).
• Present properly documented quotes and service proposals to clients.
• Contract Administration
• Prepare new contracts for client review and approval.
• Conduct periodic reviews of contracts and rates for existing clients.
• Review and update contracts and rates for reactivated clients.
• Cover annual reviews of all active contracts and rates during October of each year.

Financial Performance

• Meet or exceed performance objectives for all sales-related financial targets.
• Review progress toward quarterly and annual revenue goals on a weekly basis.

Order Fulfillment Partnership

• Job Order Development
• Record thorough job order information from the client and promptly communicate new orders to the Staffing Team.
• Share new job order information with the Staffing Team within one hour of receipt, when reasonably possible.
• Request samples of qualified candidates from the Staffing Team and present those candidates to clients that match potential job opportunities as a sales and marketing initiative.
• Participate in weekly sales/staffing huddles to identify new business opportunities, discuss challenging job orders, and collaboratively resolve open issues.
• Respond to Staffing Team requests to facilitate communication with non-responsive clients.

Client Relationship Management

• Active Client Management
• Serve as a relationship partner to active clients, ensuring a positive client experience while coordinating closely with the Regional Manager and Staffing Team.
• Review all active clients monthly using the Company Trend Report to determine appropriate contact frequency and conduct outreach contacts (in-person, via correspondence, or by phone).
• Visit all active A-tier client sites quarterly, B-tier client sites bi-annually, and C-tier client sites annually, as permitted by the client.
• Contact inactive clients to inquire about potential jobs and nurture business relationships.
• Coordinate client nurture activities by client tier (Frequency may vary based on the depth of the relationship and number of contacts maintained within the client organization.)

Client Retention & Account Growth

• Cross-sell the services of other Hughes product offerings (Professional Search, Consulting).
• Innovate (with marketing) and deliver (in conjunction with the Staffing Team) creative client nurture activities/gifts for targeted clients to express appreciation for their continual business.
• Request internal and external referrals and testimonials from clients.

Annual Client Reviews

• Conduct Annual Client Reviews with targeted existing clients, record interview data utilizing the Interview Questionnaire template, and develop/deliver presentations of findings to the leadership team.
• Use interview data to develop action plans focused on improving customer satisfaction and account retention.
• Submit quarterly scheduling plans during Quarterly Sales Pulse meetings.

CRM Documentation & Reporting

• Properly document all client communication within the company's CRM system, including:
• Client meeting and call notes.
• Voicemails left or attempted calls.
• Client correspondence summaries.
• Client nurture activities.
• Enter all documentation daily, but no later than one business day following the activity.

Reporting & Accountability

• Provide weekly reporting of sales activities.
• Maintain accurate and timely activity reporting to support pipeline visibility, team collaboration, and accountability.
• Complete weekly scorecard metrics tracking by end of day Friday.
• Provide verbal updates of prior week highlights, goals for the current week, and any roadblocks or best practices to share with the team during the weekly sales team meeting.

Qualifications And Personal Characteristics

• Excellent verbal and written communication skills, with the capacity to articulate complex ideas.
• Strong interpersonal skills, works well in a team environment, and can provide clear direction to others.
• Demonstrates professionalism in all aspects of work and maintains a high standard of quality, integrity, and expertise.
• Embraces challenges and tackles them with a combination of passion and perseverance, displays resiliency and can accept rejection.
• Displays drive and a desire to pursue excellence, has a track record of meeting or exceeding goals.
• Upholds the highest standards of confidentiality and professionalism in handling sensitive information.
• Reflects a positive attitude in mindset and action, enjoys making people happy, and embraces the opportunity to have fun.

Compensation

Base salary $60,000-$80,000, plus commission based on a percentage of gross margin. Commission (20K roughly by end of year one IF selling targets are met).

Work Hours & Location

General work hours are 8am-5pm, Monday-Friday. Schedule may also include before- and after-hours networking responsibilities.