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 Company’s 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.

Prospect Development & New Business Generation

• Develop qualified prospects and initiate marketing calls (either via phone or in-person).
• Review open-rate data from the company’s 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.

Financial Performance

• Meet or exceed performance objectives for all sales-related financial targets.

Order Fulfillment Partnership

Job Order Development

• Record thorough job order information from the client and promptly communicate new orders to the Staffing Team.

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.

Inactive Client Reactivation

• Contact inactive clients to inquire about potential jobs and nurture business relationships.

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.
• 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.

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.).

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 company’s CRM system, including:
• Client meeting notes
• Client call notes
• Voicemails left or attempted calls
• Client correspondence summaries
• Client nurture activities

Reporting & Accountability

• Enter all documentation daily, but no later than one business day following the activity.