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 AE 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.