Join the Team

Brightspot Incentives & Events is looking for an Account Executive to support 5-10 named accounts, expand contacts and programs in existing clients, and continuously prospect for new clients. This role requires solution selling of intangible marketing services for events & incentives.

The Company

Brightspot Incentives & Events, an Irving-based incentives and events agency, serves Fortune 1000 clients and mid-market enterprises to drive motivation and channel engagement through incentive travel, meeting planning, and sales incentive programs. The individual in this position will be challenged to drive a high level of service excellence and an attitude of ownership and big-picture vision for program success and client satisfaction.

Main Responsibilities

Account Management

• Manage 5-10 named client relationships
• Ensure that existing client relationships continue with excellence in service, creativity, continuous improvement, and expanded services
• Pursue timely renewals of existing programs
• Give overall account management direction to named clients for ideation, strategy, growth, and improvement, while not directly supervising Operations process, work, or teams (Sales leads the account relationship & Ops manages the projects)
• Ultimate accountability for client retention and satisfaction
• Anticipate long-term problems or service issues and take corrective action
• Drive pipeline progress, push for decisions, get updates on next steps, get client commitments, and make quality updates to pipeline document
• Be knowledgeable of outside factors affecting clients, such as industry changes, new products, executive changes, directional changes, trends, and news
• Ensure that client and program information is being shared across the account team in both directions (sales to ops and ops to sales)
• Affirm and build the Program Manager relationship with client
• Work with VP Operations to schedule and facilitate client program reviews on major programs
• Assist with random quality control review

New Business Development

• Identify and sell new program opportunities to existing clients by expanding horizontally and vertically to new contacts (land & expand)
• Get referrals to new leads from existing clients
• Get referrals to contacts at new companies
• Build new Prospect relationships to develop new business opportunities, especially targeting and building an above-the-funnel list
• Identify timing of future bid opportunities
• Watch sales “trigger” events (job changes, promotions, reorganizations, product launches, expansion) using LinkedIn, social media, or news
• Periodically connect with existing, cool leads
• Recommend event and program design ideas to add creativity, increase promotion, and enhance participant experience, and maximize the likelihood of winning the business
• Coordinate ideation sessions to brainstorm solutions to increase win %

Process, Leadership, Learning

• Lead discovery process to crystallize objectives, gather requirements, and prepare documentation
• Recommend creative solutions and develop best practices
• Maintain strong working relationships with Sourcing and Brand & Strategy departments
• Be a team player, mentor staff, and be available for internal consulting to Operations staff for major program launches
• Participate in one conference (or hosted buyer event such as IMEX Americas) and one relevant FAM trip per year
• Support Marketing efforts with: ideas, strategy, recommendations, social media posts, write blogs, speak on webinars, assist with marketing assets
• Set leadership example with attendance and participation in continuing education and hotel/DMC visits
• Strong habits using HubSpot for scheduling future actions, timely follow-up, and accurate data

Reports To

• Vice President of Sales

Minimum Qualifications

• Four-year degree in Business, Marketing, Professional Sales, or related field
• 4-7 years of relevant sales and operational experience
• High energy, self-starter
• Good personal likability factor
• Relationship-building skills
• Creative ideation of marketing program deliverables
• Problem-solving skills
• Negotiation skills
• Ability and desire to service customers and stakeholders by using keen listening, probing, acknowledging, and informing skills
• Excellent written and verbal communication skills, including ability to capture details and communicate wholly and accurately, both verbally and in writing
• Strong knowledge of service deliverables – reward options, Ignite/Unite software, incentive design, hotel brands, destinations, etc.
• Proficient with Microsoft Office Suite

Bring to the Table

• Energy and positivity
• Accountability
• Attention to detail
• Personal passion for motivation and travel
• Strong business and financial acumen

Estimated Time Allocation

• Existing account management – 50%
• Broadening relationships in named accounts – 10%
• New business development and prospecting – 40%

Full-Time Position

• Competitive salary + commission
• Benefits package (medical, dental, paid vacation, 401k)
• Smart casual environment