Sales Account Executive

Job Description

Job Description

Structure Exhibits is seeking a driven, relationship focused Account Executive to develop new business, grow existing client relationships, and deliver exceptional exhibit and event solutions.

This is a sales first position. The Account Executive owns the business development process from prospecting and discovery through proposal, presentation, close, and long term account development. Success requires someone who is comfortable creating opportunities rather than waiting for them, understands consultative selling, and can translate a client's objectives into solutions that help their brand stand out.

Our Account Executives work closely with Design, Estimating, Account Management, Production, Graphics, AV, and Operations to take opportunities from the first conversation through a successful show floor experience.

KEY RESPONSIBILITIES

Business Development & Sales

• Develop and maintain a consistent pipeline of qualified new business opportunities

• Prospect through phone, email, networking, referrals, industry events, social channels, and strategic outreach

• Identify target accounts and decision makers within organizations that participate in trade shows, corporate events, experiential marketing, and branded environments

• Conduct discovery meetings to understand client objectives, budgets, timelines, challenges, and overall program requirements

• Develop strategic solutions utilizing Structure's full range of products and services

• Present concepts, proposals, budgets, and recommendations to prospective clients

• Negotiate opportunities and move prospects effectively through the sales process

• Maintain consistent follow up throughout the sales cycle

• Meet or exceed established sales, margin, pipeline, and new business objectives

Account Development

• Build long term relationships with clients rather than focusing solely on individual projects

• Identify opportunities to expand existing accounts into additional shows, events, services, and programs

• Develop relationships across multiple departments and decision makers within client organizations

• Conduct post show and post project reviews to identify opportunities for improvement and future business

• Maintain regular communication with clients throughout the year, not simply when a project is active

• Serve as a strategic resource to clients regarding their exhibit and event programs

Solution Development

Work with clients and internal teams to develop solutions incorporating Structure's capabilities, including:

• Custom trade show exhibits

• Rental and hybrid exhibit programs

• Modular exhibit systems

• Experiential environments and activations

• Corporate events and general sessions

• AV, LED, lighting, sound, and technology

• Graphics and branded environments

• Exhibit fabrication and production

• Installation and dismantle supervision

• Asset management and storage

• Multi show and multi year exhibit programs

The Account Executive is expected to understand Structure's capabilities well enough to identify opportunities across the entire organization rather than selling individual products in isolation.

PROJECT & INTERNAL COLLABORATION

Once an opportunity moves into active development, the Account Executive serves as the client's advocate while working closely with Structure's internal team.

Responsibilities include:

• Providing complete and accurate project information to Design, Estimating, Account Management, and Production

• Establishing clear client expectations regarding scope, budget, schedule, and deliverables

• Participating in internal project kickoff meetings

• Reviewing concepts, estimates, and proposals before client presentation

• Protecting project profitability while delivering appropriate value to the client

• Identifying potential scope changes or budget concerns early

• Supporting the Account Management team throughout execution while maintaining ownership of the overall client relationship

• Remaining engaged through project completion and post show follow up

PIPELINE & CRM MANAGEMENT

The Account Executive is responsible for maintaining an accurate and active sales pipeline.

Expectations include:

• Maintain current prospect and opportunity information within Structure's CRM and operating systems

• Document client communications, opportunities, budgets, timelines, and next steps

• Maintain realistic close dates and sales projections

• Participate in regular sales and pipeline reviews

• Provide visibility into 30, 60, 90, and 120 day opportunities

• Maintain sufficient pipeline coverage to achieve annual sales objectives

PERFORMANCE EXPECTATIONS

Performance will be evaluated using both revenue production and the activities required to create sustainable sales growth.

Key measurements may include:

• Annual revenue

• Gross profit and project profitability

• New business revenue

• Qualified pipeline value

• Pipeline growth

• New opportunities created

• Proposal and presentation activity

• Closing percentage

• Client retention

• Account growth

• CRM accuracy

• Forecast accuracy

• Responsiveness and follow through

OUR CORE VALUES

At Structure, how we conduct business matters just as much as the business we produce. Every Account Executive is expected to represent our core values in every interaction with clients, prospects, vendors, and teammates.

INTEGRITY

Do what you say you are going to do. Communicate openly, take ownership, and make decisions that protect our clients, our team, and Structure.

FAIR

Treat clients, coworkers, partners, and vendors fairly. Build relationships where everyone has an opportunity to succeed.

INNOVATIVE

Challenge conventional thinking. Look for better ways to solve problems, create experiences, improve processes, and deliver value.

TENACIOUS

Stay after it. Sales requires persistence, discipline, creativity, and the ability to work through obstacles. We expect our Account Executives to create momentum and finish what they start.

RELIABLE

Clients and teammates need to know they can count on you. Follow through, communicate, meet deadlines, and take responsibility for your commitments.

ROCK THE BRAND

Every interaction represents Structure. Bring energy, professionalism, creativity, and attention to detail to everything you do. We don't simply build exhibits. We help our clients show up in a way that makes their brands impossible to ignore.

QUALIFICATIONS

• Proven experience in business development, outside sales, account management, or consultative selling

• Trade show, exhibit, experiential marketing, event, advertising, fabrication, or related industry experience preferred

• Strong prospecting and relationship development skills

• Excellent written and verbal communication skills

• Comfortable presenting concepts and proposals to executives and decision makers

• Ability to understand budgets, pricing, margins, and project profitability

• Strong organizational and time management skills

• Ability to manage multiple opportunities and projects simultaneously

• Comfortable working within CRM, project management, and estimating systems

• Ability to collaborate effectively with creative, technical, production, and operational teams

• Willingness to travel for client meetings, trade shows, installations, and industry events as required

THE RIGHT PERSON FOR THIS ROLE

The right Account Executive is competitive without being transactional, confident without being arrogant, and persistent without sacrificing relationships.

You should be comfortable opening doors, asking difficult questions, discussing budgets, presenting ideas, asking for the business, and following through after the sale.

Most importantly, you understand that the sale is not finished when the contract is signed. At Structure, the objective is to turn the first project into the beginning of a long term client relationship.

We are looking for someone who wants to build a book of business, become a trusted resource to their clients, and help those clients Rock the Brand.

\nCompany Description

At Structure Exhibits, you're not joining a company where you're handed a product catalog and told to go sell it. You're joining a team that can actually create, build, produce, and deliver what our clients imagine.

We bring strategy, design, fabrication, graphics, technology, AV, rentals, and show site execution together under one roof. That gives our Account Executives the freedom to sell solutions instead of limitations and the resources to pursue everything from a single exhibit to a major multi show experiential program.

We're independently owned, entrepreneurial, and built around moving quickly. Good ideas don't have to travel through layers of corporate approvals. If there's a better way to solve a problem, win an account, improve the client experience, or grow the business, we want to hear it.

You'll also have the opportunity to build something that is yours. Develop relationships. Build a book of business. Grow accounts. Create recurring revenue. Work with recognizable brands. And have an internal team capable of turning your ideas and promises into something extraordinary on the show floor.

Most importantly, we take our work seriously without taking ourselves too seriously. We work hard, solve problems, support each other, celebrate the wins, and expect everyone on the team to live our values of Integrity, FAIR, Innovative, Tenacious, Reliable, and Rock the Brand.

If you're looking for a place where you can create opportunities, make an impact, and see the results of what you sell come to life, you're Ready to Rock.

Company Description

At Structure Exhibits, you're not joining a company where you're handed a product catalog and told to go sell it. You're joining a team that can actually create, build, produce, and deliver what our clients imagine.\n\nWe bring strategy, design, fabrication, graphics, technology, AV, rentals, and show site execution together under one roof. That gives our Account Executives the freedom to sell solutions instead of limitations and the resources to pursue everything from a single exhibit to a major multi show experiential program.\n\nWe're independently owned, entrepreneurial, and built around moving quickly. Good ideas don't have to travel through layers of corporate approvals. If there's a better way to solve a problem, win an account, improve the client experience, or grow the business, we want to hear it.\n\nYou'll also have the opportunity to build something that is yours. Develop relationships. Build a book of business. Grow accounts. Create recurring revenue. Work with recognizable brands. And have an internal team capable of turning your ideas and promises into something extraordinary on the show floor.\n\nMost importantly, we take our work seriously without taking ourselves too seriously. We work hard, solve problems, support each other, celebrate the wins, and expect everyone on the team to live our values of Integrity, FAIR, Innovative, Tenacious, Reliable, and Rock the Brand.\n\nIf you're looking for a place where you can create opportunities, make an impact, and see the results of what you sell come to life, you're Ready to Rock.