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
Primary Responsibilities Key Responsibilities & Duties
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.
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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
Primary Responsibilities Key Responsibilities & Duties
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.
#J-18808-Ljbffr