New Business Account Executive

Your Opportunity is Here with HSM • Huntersville, NC

2d

About The Position

HSM is seeking a New Business Account Executive to drive revenue and profit growth across hospitality, medical and healthcare, and government and institutional furnishings markets, including GSA-related opportunities. The role focuses on identifying high-value prospects, uncovering customer needs, developing tailored solutions, and converting opportunities into long-term customer relationships. The position represents Hickory Springs branded fabricated foam, metalworking products, and nonwoven materials.

The primary market focus is greater Hickory, High Point, and surrounding areas, with travel outside North Carolina as customer needs and projects arise. The successful candidate will build and manage a sales pipeline, guide prospects through the sales process, collaborate with internal teams, and represent HSM at trade shows, association events, and customer visits.

Requirements

• Bachelor’s degree required.
• At least five years of outside sales experience.
• Demonstrated success building a B2B pipeline and closing new customer accounts.
• Ability to uncover business needs, communicate product value, and navigate long sales cycles in competitive markets.
• Clear, confident communication skills and ability to engage technical and executive audiences.
• Strong organization, follow-through, and ownership of customer relationships beyond the initial sale.
• Collaborative approach and ability to work independently while remaining aligned with team goals.
• Proficiency with CRM tools and sales reporting platforms.
• Availability to travel approximately 30% for customer visits, trade shows, and internal events.

Nice To Haves

• Degree in Business Administration, Marketing, or Psychology; other degrees will be considered.
• Three or more years in business development or account executive roles.
• Experience in hospitality, medical and healthcare, government and institutional furniture applications, or manufacturing.
• Experience developing new business and selling to OEMs or commercial customers in these markets.
• Sales certifications or training such as CPSL, CSE, Strategic Selling, SPIN Selling, Challenger, or comparable programs.

Responsibilities

• Research and prioritize prospects aligned with HSM’s growth strategy, using outbound outreach, industry insights, and follow-up to generate opportunities.
• Guide prospects from initial engagement through qualification, quoting, negotiation, and close, with accountability for revenue and profit growth.
• Understand customer needs and collaborate with internal teams to position practical, differentiated product solutions.
• Build credibility with OEMs, user groups, specifiers, and commercial customers to support repeat purchases and long-term retention.
• Pursue RFQs, product specification opportunities, and contract awards through a persistent, consultative approach.
• Partner with Account Managers, cross-functional teams, and industry contacts to identify shared prospects and expand market reach.
• Represent HSM at trade shows, association events, and customer visits, and share market insights to inform product innovation and sales strategy.
• Use CRM tools and reporting platforms to document activity, track opportunities, and communicate pipeline progress.

Benefits

• Affordable medical, dental, and vision insurance plans, including an innovative global healthcare option for qualified participants.
• 401(k) with company match, fully vested from day one.
• Competitive paid time off: three weeks of vacation and nine company-paid holidays.
• Free on-site medical clinics for employees and covered dependents.
• 24/7 Teladoc access with no copay.
• Tuition reimbursement, professional development assistance, and career growth opportunities.
• Discounts with HSM partners, including Dollywood Parks & Resort and Verizon Wireless.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level