The posting
Job Overview & Purpose
The Logistics Sales & Account Manager is responsible for managing and growing HES Logistics business within an assigned geographic territory. This position combines hands-on logistics coordination, account management, customer service, and business development to ensure successful freight execution while actively identifying and securing new revenue opportunities.
The successful candidate will be both operationally capable and sales-driven, taking ownership of customer relationships from initial outreach and quoting through shipment coordination, show-site execution, follow-up, and future business development.
Reports to: National SVP Operations
Key Responsibilities & Duties
Primary Responsibilities
- Manage logistics accounts and freight activity within the assigned territory.
- Serve as the primary customer contact throughout the shipment lifecycle.
- Quote and coordinate inbound and outbound freight for trade shows, events, and other customer shipping needs.
- Coordinate carriers, pickups, deliveries, return freight, and shipment documentation.
- Track active shipments and proactively communicate updates to customers and internal teams.
- Work with Heritage show teams to identify exhibitors and potential freight opportunities.
- Proactively contact exhibitors to secure HES Logistics business.
- Build relationships with Heritage exhibitors and convert customers into repeat logistics clients.
- Develop new business through outbound prospecting, referrals, existing relationships, and industry contacts.
- Identify logistics opportunities outside of Heritage-produced events.
- Maintain an active sales pipeline and work toward established revenue and gross profit goals.
- Troubleshoot shipment delays, carrier issues, damaged freight, and other logistics challenges.
- Maintain accurate customer, quote, shipment, and sales activity records.
- Support freight billing, invoice review, and customer billing questions as needed.
Additional Responsibilities
- Collaborate with Heritage Account Executives, Customer Service, Operations, and branch teams to identify freight opportunities.
- Participate in pre-show planning and attend trade shows as needed.
- Build and maintain relationships with carriers and transportation partners.
- Support competitive carrier pricing and reliable service.
- Maintain knowledge of freight transportation practices and trade show logistics.
- Provide regular updates on sales activity, pipeline development, and account performance.
- Assist with special projects and other departmental needs as assigned.
- Represent HES Logistics and Heritage Exposition Services professionally with customers, vendors, and industry partners.
Requirements
Required Skills & Qualifications
Required
- Strong customer service, communication, and relationship-building skills.
- Strong organizational skills and attention to detail.
- Ability to manage multiple customers, shipments, deadlines, and priorities.
- Comfortable with outbound sales, prospecting, and developing new business.
- Strong problem-solving and decision-making skills.
- Ability to negotiate pricing and communicate value to customers.
- Proficiency with Microsoft Office and related business systems.
- Ability to work independently and collaborate across multiple teams.
- Ability to travel and work extended hours as required.
Preferred
- Experience in logistics, freight brokerage, transportation, trade shows, events, sales, or account management.
- Knowledge of trade show freight and event logistics.
- Experience working with freight carriers and transportation vendors.
- Familiarity with CRM, freight quoting, and shipment tracking systems.
- Understanding of freight pricing, gross margin, and account profitability.
Work Environment & Physical Demands
This position is full-time and requires regular collaboration across Heritage Exposition Services and HES Logistics. Travel is required to support trade shows, customer relationships, sales opportunities, and logistics operations within the assigned territory. Travel may include overnight stays, evenings, weekends, and extended hours based on show schedules and customer needs.
Work may be performed in office environments, convention centers, warehouses, loading docks, and active trade-show floors. Frequent periods of sitting, standing, walking, and typing. Occasional bending, reaching, twisting, carrying, pushing, pulling, and lifting of up to 25 lbs.
Heritage Exposition Services is a DRUG-FREE WORKPLACE and requires pre-employment drug and background screenings. Benefits
Benefits
- Health Care Plan (Medical, Dental & Vision)
- Retirement Plan (401(k)) with employer match when applicable
- Employee Stock Ownership Plan (ESOP) – eligible employees participate in the company’s long-term growth and success
- Paid Time Off (Vacation, Sick & Paid Holidays)
- Training & Professional Development
- Career growth opportunities within a nationwide, employee-owned organization
Heritage Exposition Services is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate based on race, color, religion, sex, national origin, age, disability, genetic information, veteran status, sexual orientation, gender identity, or any other protected status under applicable laws. All employment decisions are based on qualifications, merit, and business needs.
