ACCOUNT EXECUTIVE in KANSAS CITY, Kansas at EventWorks

Account Executive – Kansas City Market

Reports to: Regional Sales Director

Position Summary

The Account Executive is responsible for developing, managing, and growing a portfolio of client relationships within the Kansas City market while consistently generating profitable new business for the company.

This is a highly active, outside-sales-focused position. A significant portion of the Account Executive's time is expected to be spent outside of the office developing business - meeting with prospective clients, visiting venues, networking within the community, conducting site visits, strengthening industry relationships, and identifying new revenue opportunities.

The Account Executive is expected to actively prospect for new opportunities, build strong relationships within the local event and hospitality community, grow existing accounts, and guide clients through the rental process from initial inquiry through successful event execution. New business development is a primary responsibility of this position, and Account Executives are expected to consistently build their own book of business rather than relying solely on inbound leads or existing company accounts.

For large-scale, complex, or high-profile events, Account Executives are also expected to maintain a visible presence during key stages of execution. This may include being onsite during installations for major events and providing elevated, hands-on service for VIP and high-touch clients.

Success in this role requires a strong balance of sales ability, organization, attention to detail, follow-through, and exceptional customer service.

Our team is guided by three core values:

• Have Heart – We lead with empathy, build meaningful relationships, and genuinely care for our clients, teammates, and community.
• Give Thanks – We celebrate one another's contributions, express gratitude often, and recognize that our success is built through teamwork.
• Take Pride – We pursue excellence, own our responsibilities, and hold ourselves accountable for delivering exceptional experiences every day.

This is an on-site and field-based position in Kansas City, MO. While regular office collaboration is required, Account Executives are expected to spend significant time in the market meeting clients, prospecting, visiting venues, attending networking events, conducting site visits, and developing new business.

Primary Responsibilities

New Business Development & Outside Sales

• Make new business development a consistent and significant focus of weekly sales activity.
• Spend substantial time in the Birmingham market actively prospecting, networking, meeting with potential clients, and developing relationships that generate new revenue.
• Consistently identify and pursue new business opportunities throughout Kansas City and surrounding markets.
• Build and maintain a healthy sales pipeline through proactive prospecting, referrals, networking, industry involvement, venue relationships, and strategic partnerships.
• Develop relationships with event planners, venues, caterers, corporate clients, nonprofit organizations, hospitality partners, production companies, and other event professionals.
• Schedule and conduct regular face-to-face meetings with prospective clients and referral partners.
• Visit venues and prospective accounts throughout the market to introduce company capabilities and identify opportunities for partnership.
• Attend networking events, association meetings, venue showcases, open houses, community events, and other industry functions.
• Conduct proactive outreach through phone calls, email, in-person visits, social networking, and referrals.
• Maintain disciplined follow-up with prospects and consistently move opportunities through the sales process.
• Develop an individual book of business and continuously expand the Account Executive's network of relationships.
• Meet or exceed established new business revenue goals and sales activity expectations.

Account Management & Client Growth

• Develop and maintain strong, long-term relationships with assigned clients.
• Serve as a trusted rental resource and strategic partner for clients.
• Identify opportunities to increase share of wallet and grow revenue within existing accounts.
• Conduct regular client meetings and business reviews with key accounts.
• Proactively communicate new products, services, capabilities, and inventory additions that may benefit clients.
• Maintain regular contact with accounts to identify upcoming events and future opportunities.
• Respond quickly and professionally to client needs, questions, and concerns.
• Provide an elevated level of service for VIP, high-touch, and strategically important accounts.
• Protect long-term client relationships through consistent communication, accuracy, responsiveness, and exceptional service.

Consultative Event Sales

• Meet with clients to understand event goals, vision, scope, budget, venue requirements, and logistical needs.
• Recommend rental products and solutions that align with the client's event design, budget, and operational requirements.
• Prepare accurate quotes, proposals, contracts, and rental orders.
• Present product options and creative rental solutions in a professional and consultative manner.
• Conduct venue and site visits to evaluate event requirements when appropriate.
• Gather all necessary event details to ensure accurate execution, including layouts, delivery access, setup requirements, event timelines, venue restrictions, and special instructions.
• Coordinate closely with clients throughout the planning process as event details evolve.

Onsite Event & VIP Client Support

• Attend installations for large-scale, complex, high-profile, or strategically important events when appropriate.
• Be onsite during key installation periods to serve as the client's sales contact and help ensure expectations are being met.
• Provide a visible, professional company presence for VIP and high-touch clients during important events.
• Conduct onsite client check-ins and proactively identify questions or concerns that require attention.
• Communicate client requests or changes promptly to the appropriate operational team members.
• Work collaboratively with Operations while onsite, respecting operational leadership and established installation processes.
• Remain available during critical event periods when the scope or importance of the event requires additional sales support.
• Conduct post-event follow-up with key clients to gather feedback, identify opportunities for improvement, and strengthen the relationship.

Sales Pipeline & KPI Accountability

• Maintain an accurate and active sales pipeline within the company CRM.
• Consistently update opportunities, client activity, follow-up dates, and projected revenue.
• Meet established weekly, monthly, quarterly, and annual sales expectations.
• Maintain measurable levels of outside sales activity, including prospect meetings, client visits, networking activities, venue visits, and new opportunities created.
• Review individual performance against established KPIs and develop action plans when performance falls below expectations.
• Maintain accurate sales forecasts and communicate changes in projected business.

Key performance indicators may include:

• New business revenue
• Total revenue attainment
• Existing account growth
• New accounts acquired
• Sales pipeline value and coverage
• Number of qualified opportunities
• New prospect meetings
• Face-to-face client meetings
• Outside sales activity
• Networking and industry activity
• Closing ratio
• Proposal volume
• Average deal size
• Client retention
• Forecast accuracy
• Business review completion
• Individual quota attainment

Order Accuracy & Event Execution

• Maintain ownership of client orders from initial proposal through event completion.
• Ensure contracts and rental orders are complete, accurate, and updated as event details change.
• Review orders carefully prior to finalization to identify potential inventory, logistical, or operational concerns.
• Collect all necessary information required for successful event execution.
• Provide detailed site information when applicable, including venue access, loading instructions, layouts, event timelines, setup requirements, and site photographs.
• Coordinate with Operations regarding complex events, special logistics, or unusual client requests.
• Communicate changes promptly and accurately to all appropriate internal teams.
• Follow established company processes for order entry, approvals, revisions, and final confirmations.
• Take ownership of mistakes and work collaboratively to resolve challenges quickly and professionally.

Operational Partnership

• Work closely with Operations to ensure sales commitments align with available inventory, staffing, logistics, and execution capabilities.
• Participate in event and order reviews when required.
• Communicate proactively about large, complex, or unusual events.
• Avoid making commitments regarding products, services, logistics, or capabilities without appropriate confirmation.
• Maintain strong communication with internal teams to ensure clients receive consistent and accurate information.
• Approach sales decisions with an understanding of both client needs and operational impact.

Market & Product Knowledge

• Maintain a strong understanding of company inventory, services, capabilities, and pricing structure.
• Continuously build knowledge of event rental products, tenting, furniture, tabletop, linen, staging, draping, and other applicable product categories.
• Develop extensive knowledge of Birmingham venues, planners, caterers, hospitality partners, corporate organizations, and other industry professionals.
• Actively develop relationships throughout the Birmingham event community.
• Monitor market trends, client preferences, competitive activity, and emerging event design trends.
• Provide feedback regarding client needs, product requests, inventory opportunities, and market trends.

Qualifications

• Bachelor's degree preferred.
• 3+ years of sales, account management, hospitality, event, or related experience preferred.
• Demonstrated success generating new business through proactive prospecting and relationship development.
• A strong existing network within the Kansas City event, hospitality, corporate, or business community is preferred.
• Demonstrated ability and willingness to spend significant time outside of the office developing new business.
• Proven ability to manage multiple clients, events, deadlines, and priorities simultaneously.
• Strong organizational skills and exceptional attention to detail.
• Excellent written and verbal communication skills.
• Strong presentation, relationship-building, networking, and consultative selling abilities.
• Ability to work independently while collaborating effectively with a broader team.
• Comfortable working in a fast-paced, deadline-driven environment.
• Ability to analyze sales activity and use performance metrics to manage personal results.
• Proficiency with CRM systems and Microsoft Office Suite, including Outlook, Excel, Word, PowerPoint, and Teams.
• Reliable transportation and the ability to travel throughout the Kansas City market for prospect meetings, client meetings, venue visits, site visits, networking events, installations, and event-related activities.
• Valid driver's license.
• Flexibility to occasionally work early mornings, evenings, or weekends when required for major installations, VIP events, networking functions, or client needs.

Experience within event rentals, hospitality, luxury events, catering, destination management, experiential marketing, weddings, corporate events, or a related industry is strongly preferred.

Core Competencies

The ideal candidate demonstrates:

• Strong sales instincts
• Hunter mentality and self-motivation
• New business development skills
• Relationship-building and networking ability
• Consultative selling
• Exceptional organization
• Attention to detail
• Personal accountability
• Strong follow-through
• Professional communication
• Creative problem-solving
• Time management
• Adaptability
• Collaboration
• Customer service excellence
• Sense of urgency
• Ability to work well under pressure

Living Our Core Values

Have Heart

• Treat clients and teammates with empathy, respect, and professionalism.
• Build authentic and meaningful relationships.
• Listen carefully to client needs and work to find thoughtful solutions.
• Support teammates and contribute positively to the overall success of the team.

Give Thanks

• Show appreciation for clients, coworkers, vendors, and industry partners.
• Recognize the contributions of others.
• Approach relationships with gratitude and humility.
• Contribute to a positive and collaborative workplace culture.

Take Pride

• Own your clients, commitments, orders, and results.
• Review work carefully and strive for accuracy.
• Follow through on commitments and communicate proactively.
• Pursue excellence in every client interaction.
• Take pride in being present for clients when their events matter most.
• Represent the company professionally in the office, in the field, at client meetings, and throughout the community.

What Success Looks Like

A successful Account Executive is visible in the market. They consistently spend time developing relationships, opening doors, meeting prospective clients, building pipeline, and bringing new revenue into the company. They balance this strong new-business focus with exceptional stewardship of their existing accounts. They understand when a client or event requires additional attention and are willing to be onsite for important installations and high-touch events to ensure the client feels supported. They are known by clients as a trusted partner and by their teammates as someone who follows through, takes ownership, communicates well, and understands that a great sales experience does not end when the contract is signed, it ends when the event has been successfully executed.

Why Join Our Team

We believe extraordinary events begin with extraordinary people. We are passionate about creating unforgettable experiences through exceptional service, premium products, creative solutions, and strong relationships.

Our Account Executives have the opportunity to develop their own book of business, build meaningful relationships throughout the Birmingham community, contribute directly to the growth of the market, and be part of a team that takes great pride in bringing exceptional events to life. If you are energized by being in the market, developing relationships, winning new business, and creating exceptional experiences for clients, and believe success comes from Having Heart, Giving Thanks, and Taking Pride, we invite you to join our team.