Account Executive - Tradeshow

Scope of Position:

1. 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 to drive sales of branded environment projects including tradeshow exhibits, permanent installations, mobile vehicles, events, museums, government or non-profit institutions, education centers, and other branded marketing initiatives. For existing clients, the Account Executive (AE) is the team lead ultimately responsible for the ongoing relationship and communicating emerging needs and requirements to the rest of the organization.

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 understand that they have a problem that must be resolved.
• Qualify opportunities before engaging ECI’s services:

o Ensure ECI is perceived as a viable partner that the prospect can trust to solve their problem.

o Define the problem.

o 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 on products and services and deliver sales presentations professionally and effectively.
• 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, etc. 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.

Travel:

• Domestic travel 30%-40%

Education and/or Experience:

• Bachelor's degree preferred;
• Minimum 3 years of experience in both sales and Education, preferably in positions where the candidate has worked directly with decision-makers.

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 Windows 11 or later and Microsoft Office 365. including Word, Excel, PowerPoint & Outlook; familiarity with Microsoft Access and Adobe Acrobat is a plus but not required.
• 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.

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