Account Executive

Account Executive

The Account Executive is responsible for developing new business opportunities, strengthening client relationships, supporting successful workforce solutions, and driving revenue growth within an assigned territory. Through proactive prospecting, consultative sales practices, exceptional customer service, and close collaboration with the Staffing Team, the Account Executive serves as a trusted partner to clients while advancing the Companys growth objectives.

This role is performed in alignment with Hughes Core Values:

• Embody Professionalism by building trust, communicating effectively, honoring commitments, and representing the Company with integrity.
• Pursue Excellence by continuously seeking opportunities to improve client satisfaction, expand business relationships, and exceed performance expectations.
• Embrace Challenges by proactively solving problems, navigating changing client needs, and collaborating to overcome obstacles.
• Have Fun by fostering positive relationships, celebrating successes, engaging with the community, and contributing to an enjoyable and rewarding workplace culture.

Essential Job Functions

Business Development

Territory & Market Analysis

• Conduct territory analysis, including physical mapping of the market, competition review, potential customer base, and other demographic/business data.
• KRA: Maintain ongoing assessment of existing markets and develop appraisal for new markets.
• Develop qualified prospects and initiate marketing calls (either via phone or in-person).
• KRA: Maintain a sales leads sheet; review weekly with the Sales Manager at pipeline review.
• KRA: Meet weighted scorecard metric minimum.
• Review open-rate data from the companys direct mail/email marketing campaigns and initiate follow-up contact.

Sales & Contract Management

Pricing, Proposals & Negotiations

• Negotiate bill rates and terms of service within Hughes minimum standards (discuss special arrangements with the Sales Director or CEO).
• Present properly documented quotes and service proposals to clients.

Contract Administration

• Prepare new contracts for client review and approval.
• Conduct periodic reviews of contracts and rates for existing clients.
• Review and update contracts and rates for reactivated clients.
• KRA: Conduct annual reviews of all active contracts and rates during October of each year.

Financial Performance

• Meet or exceed performance objectives for all sales-related financial targets.
• KRA: Review progress toward quarterly and annual revenue goals on a weekly basis.

Order Fulfillment Partnership

Job Order Development

• Record thorough job order information from the client and promptly communicate new orders to the Staffing Team.
• KRA: Share new job order information with the Staffing Team within one hour of receipt, when reasonably possible.

Staffing Team Collaboration

• Request samples of qualified candidates from the Staffing Team and present those candidates to clients that match potential job opportunities as a sales and marketing initiative.
• Participate in weekly sales/staffing huddles to identify new business opportunities, discuss challenging job orders, and collaboratively resolve open issues.
• Respond to Staffing Team requests to facilitate communication with non-responsive clients.

Client Relationship Management

Active Client Management

• Serve as a relationship partner to active clients, ensuring a positive client experience while coordinating closely with the Regional Manager and Staffing Team.
• KRA: In conjunction with the Staffing Team, review all active clients monthly using the Company Trend Report to determine appropriate contact frequency and conduct outreach contacts (in-person, via correspondence, or by phone).
• KRA: In conjunction with the Staffing Team, visit all active A-tier client sites quarterly, B-tier client sites bi-annually, and C-tier client sites annually, as permitted by the client.

Inactive Client Reactivation

• Contact inactive clients to inquire about potential jobs and nurture business relationships.
• KRA: A Tier: Contact once per quarter.
• KRA: B Tier: Contact bi-annually.
• KRA: C Tier: Contact annually.

Client Retention & Account Growth

• Cross-sell the services of other Hughes product offerings (Professional Search, Consulting).
• Innovate and deliver creative client nurture activities/gifts for targeted clients to express appreciation for their continual business.
• KRA: Coordinate client nurture activities by client tier (Frequency may vary based on the depth of the relationship and number of contacts maintained within the client organization.)
• KRA: A Tier: Quarterly to bi-annually.
• KRA: B Tier: Bi-annually to annually.
• KRA: C Tier: Annually to every other year.
• Request internal and external referrals and testimonials from clients.

Annual Client Reviews

• Conduct Annual Client Reviews with targeted existing clients, record interview data utilizing the Interview Questionnaire template, and develop/deliver presentations of findings to the leadership team.
• KRA: Conduct reviews with all A-tier clients annually, B-tier clients bi-annually, and C-tier clients as needed or requested by the Staffing Team.
• KRA: Use interview data to develop action plans focused on improving customer satisfaction and account retention.
• KRA: Submit quarterly scheduling plans during Quarterly Sales Pulse meetings.

Community Engagement

Networking & Business Development

• Attend various networking opportunities on behalf of the company (community and business events, i.e., Chamber events) and actively network via the Internet (LinkedIn, etc.).
• KRA: Attend a minimum of two networking events per month.
• KRA: Send LinkedIn connection requests to all active clients and prospects within 48 hours of meeting.

Recruitment & Community Outreach

• Assist in grassroots candidate recruitment efforts (flyer/coaster drop-offs) and attend job fairs or other recruitment events to capitalize on sales and networking opportunities.
• Coordinate and/or participate in candidate and client outreach activities, including lunch-and-learn classes, employment forums, client worksite presentations, and other community engagement initiatives.

CRM Documentation & Reporting

CRM Documentation

• Properly document all client communication within the companys CRM system, including:
• Client meeting notes
• Client call notes
• Voicemails left or attempted calls
• Client correspondence summaries
• Client nurture activities
• KRA: Enter all documentation daily, but no later than one business day following the activity.

Reporting & Accountability