New Business Account Executive

HSM • Hickory, NC

2d • $120,000 - $150,000

About The Position

HSM is seeking a New Business Account Executive to drive revenue and profit growth in hospitality, medical and healthcare, and government and institutional furnishings markets, including GSA-related opportunities. The role focuses primarily on greater Hickory, High Point, and surrounding areas, with travel outside North Carolina as customer needs and projects arise. The position represents Hickory Springs branded fabricated foam, metalworking products, and nonwoven materials.

The Account Executive identifies high-value prospects, uncovers customer needs, develops tailored solutions, and converts opportunities into long-term customer relationships. The role owns the sales process from prospecting and qualification through quoting, negotiation, and close, while collaborating with internal teams and maintaining visibility into activity and pipeline progress.

HSM is a third-generation, privately held company founded in 1944, with 25 locations across the United States and corporate headquarters in Hickory and Huntersville, North Carolina. It manufactures components for furniture, bedding, transportation, packaging, automotive, and healthcare industries, and designs and builds automated production machinery.

Requirements

• Bachelor’s degree required; other degree fields will be considered.
• 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

• Three or more years in business development or account executive roles.
• Degree in Business Administration, Marketing, or Psychology.
• 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; use outbound outreach, industry insights, and consistent follow-up to generate opportunities.
• Guide prospects through the sales process, from initial engagement and qualification through quoting, negotiation, and close, with accountability for revenue and profit growth.
• Understand customer needs and work with internal teams to position practical, differentiated product solutions.
• Build credibility and lasting relationships with OEMs, user groups, specifiers, and commercial customers to support repeat purchases and 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.
• Three weeks of vacation and nine company-paid holidays.
• On-site medical clinics free 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