Account Executive Trade Show

Description

Scope of Position: Responsible for proactively seeking out and winning new opportunities with new and existing clients in the face-to-face event marketing space. The focus will be on driving sales of branded environment projects, including trade show exhibits. For existing clients, the Account Executive (AE) serves as the team lead, ultimately responsible for the ongoing relationship and communicating emerging needs and requirements to the rest of the organization.

Requirements

Primary Duties and Responsibilities:

Note: These duties and responsibilities are fulfilled directly by the AE. A dedicated Client Success Manager will support the Corporate AEs, allowing the AEs to continue to focus on new business opportunities.

• Identify opportunities where prospects answer, “I don’t know what I need, but I have a problem,” and/or help the prospect under-stand that they have a problem that must be resolved.
• Qualify opportunities before engaging ECI’s services:
• Ensure ECI is perceived as a viable partner that the prospect can trust to solve their problem.
• Define the problem.
• Ensure a budget is set and a decision-maker and a timeframe for the decision are established.
• Identifies and develops new business by networking, pursuing and following up on leads provided by ECI, responding to inquiries, adopting social selling skills, and leveraging personal contacts.
• Willingness to prospect and build a healthy and profitable sales pipeline.
• Presents viable opportunities to the Vetting Committee with suggested strategies to win the project, documented on the Vetting Form.
• Maintains an understanding of current trends in the industry and positions yourself as a subject matter expert who brings value to your client’s programs. Since sales are typically the result of a long-term sales cycle, stay informed about each client's overall marketing objectives, products and services, and all other factors that may impact their business development efforts.
• Develop sales and marketing proposals for customers, focusing on products and services, and deliver professional and effective sales presentations.
• Develop strong relationships with advertising, event marketing agencies, architectural firms, and design firms to teach them how to utilize ECI to grow their business with their customers.
• Initiates paperwork and shares information required for other departments to perform their roles, including kicking off a new design project (Design Request), taking the lead on all proposals, and working with other departments to position ECI’s services most effectively.
• Collaborate with Client Success Managers and/or Project Managers on sold projects to ensure that all necessary information is disseminated to various departments, including estimating, engineering, detailing, fabrication, graphics, logistics, warehousing, and other relevant departments. Support the entire job process through the system as necessary.
• Travels periodically to trade shows, client facilities, or industry events (estimated 25-35% of the year) to fulfill job responsibilities. Corporate AEs are expected to support program account clients at their key events/shows.
• Works in ECI's facility or remotely in a sales office when not visiting clients or attending shows.
• Takes the lead to support ECI’s accounting department in collection efforts when necessary.
• Updates ECI’s CRM system to ensure prospect information is consistently entered and up to date.
• Provide updated sales and forecasting information to ensure projections are captured throughout the year.
• Performs all other duties and responsibilities as assigned by management.
  
  

Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The require-ments listed below represent the knowledge, skills, and/or abilities required.

Education and/or Experience: Bachelor’s degree (B.A.) preferred; and/or minimum of three (3) years’ experience in both sales and project management, preferably in one or more industries where a customized product is manufactured, and sales are made to end-user businesses.

General Skills

• Sales Skills - A proven track record of sales, in both obtaining new clients and increasing business with existing clients.
• Computer Skills - To perform this job successfully, an individual should be familiar with Microsoft Office 365..
• Mathematical Skills - Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals; Ability to calculate figures and amounts such as discounts, interest, and percentages.
• Reasoning Ability – Ability to apply common sense understanding to carry out detailed but uninvolved written or oral instructions. Ability to deal with problems involving a few concrete variables in standardized situations.
  
  

Physical Demands: No special skills are required; May sit for long periods and work at a computer. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.