Job Overview & Purpose
The Account Executive is responsible for soliciting new business, managing client relationships, overseeing event execution, and ensuring success for our client partners. This role involves business development, sales strategy, contract negotiation, and on-site event coordination, while ensuring all projects follow Heritage’s SOPs for seamless execution.
The NAE must maintain a strong pipeline of opportunities, actively engage with trade show organizers, corporate event planners, and associations, and work closely with Heritage’s Production and Operations Teams to deliver successful events.
Reports to: National Director of Sales
Key Responsibilities & Duties
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
Required Skills & Qualifications
Required:
- 5+ years of experience in sales, business development, or event management—ideally within the trade show, exposition, or event services industry.
- 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:
- Direct experience working with a General Services Contractor (GSC) or in exhibitor services, venue operations, or event logistics.
- Familiarity with industry regulations, union jurisdictions, show floor operations, and facility/vendor coordination.
- Experience conducting client-facing capability presentations and proposal walk-throughs.
- Understanding of event budgeting, floor plan layouts, freight/labor coordination, and production timelines.
Work Environment & Physical Demands
This position is full-time and in-person, requiring frequent travel for client meetings, trade shows, and industry events. Some weekend and extended work hours may be required based on event schedules.
Frequent periods of sitting, standing, walking, and typing. Ability to lift up to 25 lbs.. Periodic bending, reaching, twisting, carrying, pushing, and pulling.
Heritage Exposition Services is a DRUG-FREE WORKPLACE and requires pre-employment drug and background screenings.
Benefits
- Health Care Plan (Medical, Dental & Vision)
- Retirement Plan (401k)
- Paid Time Off (Vacation, Sick & Public Holidays)
- Training & Development
- Health Care Plan (Medical, Dental & Vision)
- Retirement Plan (401(k)) with employer match when applicable
-
Employee Stock Ownership Plan (ESOP) – eligible employees participate in the company’s long-term growth and success
- Paid Time Off (Vacation, Sick & Paid Holidays)
- Training & Professional Development
- Career growth opportunities within a nationwide, employee-owned organization
Heritage Exposition Services is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate based on race, color, religion, sex, national origin, age, disability, genetic information, veteran status, sexual orientation, gender identity, or any other protected status under applicable laws. All employment decisions are based on qualifications, merit, and business needs.
