What are the responsibilities and job description for the Account Executive position at Trailhead Media?
Description
Account Executive – Greenville/Spartanburg, SC
Position Summary
The Account Executive is responsible for growing revenue, developing a portfolio of customers and prospects. This includes prospective and potentially current customers, expanding their spend, converting inbound leads, and winning new small to medium spend level accounts.
The role blends consistent, disciplined sales activity with a consultative approach to build long-term client relationships and achieve revenue goals. This position requires strong attention to detail, process adherence, proactive account planning, and accurate forecasting.
Key Responsibilities
Required Skills & Competencies
Account Executive – Greenville/Spartanburg, SC
Position Summary
The Account Executive is responsible for growing revenue, developing a portfolio of customers and prospects. This includes prospective and potentially current customers, expanding their spend, converting inbound leads, and winning new small to medium spend level accounts.
The role blends consistent, disciplined sales activity with a consultative approach to build long-term client relationships and achieve revenue goals. This position requires strong attention to detail, process adherence, proactive account planning, and accurate forecasting.
Key Responsibilities
- Revenue and Quota Achievement
- Meet or exceed monthly, quarterly, and annual revenue targets.
- Deliver at least 100% of assigned sales quota through:
- Customer retention
- Growth within existing accounts
- New customer acquisition
- Maintain expected average deal size and contract duration.
- Forecast revenue with accuracy and integrity.
- Execute the company’s Minimum Standard of Care for all assigned accounts and targets.
- Account Planning & Strategy
- Develop and maintain account plans for top revenue-producing and high-growth potential accounts.
- Identify key decision-makers and influencers within each account.
- Establish clear growth objectives for each assigned customer.
- Monitor competitive activity and protect existing business.
- Prioritize time and e ort toward accounts with the highest growth potential.
- Prospecting and Pipeline Management
- Consistently identify and pursue new business opportunities within the assigned region or category segment.
- Maintain pipeline coverage of 3–4x monthly revenue targets.
- Log 100% of activities, opportunities, and updates in the CRM.
- Maintain strong daily outreach activity across phone, email, LinkedIn, and other channels.
- Move opportunities through the pipeline stages according to defined sales process timelines.
- Customer Growth and Retention
- Identify cross-sell and upsell opportunities aligned to customer objectives.
- Maintain high renewal and retention rates.
- Provide proactive, value-driven communication with all assigned accounts.
- Maximize the company’s share of each customer’s outdoor advertising spend.
- Address performance concerns quickly and escalate issues appropriately.
- Sales Process & Operational Excellence
- Adhere to defined sales methodology and CRM best practices.
- Submit timely proposals, contracts, and required documentation.
- Ensure pricing accuracy and compliance with company policies.
- Maintain disciplined time management and territory coverage.
- Participate in sales meetings, training, and skill development initiatives.
- Collaboration & Communication
- Partner with internal teams (operations, marketing, finance, and leadership) to ensure seamless campaign execution.
- Clearly communicate customer objectives and expectations internally.
- Serve as the primary point of contact for assigned accounts.
- Share market feedback and competitive insights with leadership.
- Revenue attainment vs. quota
- Identify and develop new business
- Retention and renewal rate
- Pipeline coverage and conversion rates
- Forecast accuracy
- CRM compliance and activity standards
Required Skills & Competencies
- Strong consultative selling and relationship-building skills
- Disciplined, self-motivated, and goal-oriented
- High attention to detail and organizational strength
- Ability to manage multiple accounts simultaneously
- Data-driven and comfortable using CRM and reporting tools
- Strong written and verbal communication skills
- Resilience and persistence in a competitive sales environment
- 2–5 years of sales experience (media, advertising, or B2B preferred)
- Proven track record of meeting or exceeding sales targets
- Experience developing and managing a portfolio of accounts