Candidate Profile - Outdoor Sponsorship, Community Impact, and Territory Sales

Position Overview

AHMC is seeking a high-performing Account Executive who can combine fearless new-business hunting with disciplined account ownership. This role is built for a competitive B2B sales professional who can open senior-level conversations, build a territory from the ground up, and sell premium outdoor sponsorship opportunities that create visibility, credibility, and community impact for businesses of many sizes.

The role requires the confidence to sell to a wide buyer range, from owner-operated local businesses to national brands, franchise groups, retail headquarters, regional operators, and corporate marketing teams. The strongest candidate can move comfortably between a $500K local business conversation and a $100M+ enterprise conversation without sounding overmatched, over-rehearsed, or generic.

This is not a creative advertising sell. Because the sponsorship sign is generally limited to company name and logo, the business case must be built around exposure, location value, traffic data, market presence, reputation, and visible community investment. The candidate must know how to position the same AHMC opportunity differently depending on what each buyer values most: brand awareness, route familiarity, corporate citizenship, local trust, or a combination of those motives.

This is a role for a closer who also knows how to cultivate. The right candidate creates opportunities through disciplined prospecting, earns trust through consultative discovery, protects value during price conversations, manages renewals with ownership, and builds a large book of business through consistent follow-through and strong account stewardship.

Role Snapshot

What This Person Looks Like in the Field

They generate their own opportunities at scale. They are not waiting for inbound leads, marketing handoffs, or perfect conditions. They research markets, identify high-value prospects, build targeted lists, work a large territory with priority and pace, and treat outbound prospecting as a daily operating rhythm.

They sell to decision-makers at every level. They are comfortable with owners, CEOs, CMOs, VPs of Marketing, regional managers, retail headquarters buyers, franchise operators, and multi-location decision-makers. They do not get trapped at the gatekeeper level, and they do not use a one-size-fits-all pitch.

They diagnose before they pitch. Because AHMC buyers vary widely by size, market, and motivation, the candidate must ask sharp discovery questions before positioning the program. They identify whether the buyer is primarily motivated by exposure, community reputation, corporate citizenship, route familiarity, competitive positioning, or account-level proof.

They sell with data and story. The candidate can build the business case using traffic counts, daily impressions, drive-time reach, location value, and cost-per-impression logic while also connecting that exposure to reputation, goodwill, employee pride, and community standing when those motives matter to the buyer.

They sell value, not price. When a prospect challenges cost, this person holds value with confidence and redirects to the business case. They can articulate why AHMC sponsorship is an investment in visibility and reputation rather than a discretionary expense.

They believe in what they sell. The AHMC program supports cleaner highways and stronger communities. The right candidate communicates that authentically, knows when to lead with the mission, and knows when to lead with exposure, location, and market presence instead.

Core Responsibilities

• Proactively prospect, qualify, and develop new business opportunities across an assigned local, regional, multi-state, or national territory.
• Research markets, map territories, identify high-value prospects, and prioritize accounts by industry fit, route value, company size, location logic, and likely buyer motivation.
• Engage directly with executive-level decision-makers through phone, email, voicemail, social touchpoints, referrals, and in-person or virtual meetings.
• Lead consultative discovery to understand each prospect’s visibility goals, reputation needs, marketing priorities, community involvement, decision process, and likely objections.
• Deliver tailored sales presentations that connect AHMC sponsorship to the buyer’s specific goals, including exposure, trust, route familiarity, corporate citizenship, proof assets, or market coverage.
• Use traffic counts, impressions, route value, location scarcity, and cost-per-impression comparisons to build a credible business case.
• Manage and grow a portfolio of existing accounts through renewal discipline, regular communication, expansion mapping, and account stewardship.
• Maintain accurate CRM records, including activity notes, Sale Funnel stage, buyer status, forecasted close date, next step, renewal timing, and known blockers.
• Execute disciplined follow-up at every stage of the sales cycle and protect momentum with clear next steps.
• Meet and exceed monthly, quarterly, and annual revenue targets while representing AHMC with professionalism and community pride.

  Required Sales Competencies

• B2B prospecting, cold calling, and territory development at scale.
• Executive-level communication with owners, founders, presidents, CMOs, VPs, regional operators, and headquarters buyers.
• Discovery and needs diagnosis across buyer types, including brand-awareness buyers, corporate-citizenship buyers, and blended-motive buyers.
• Data-driven, consultative selling using traffic counts, impressions, route value, reach and frequency, and cost-per-impression logic.
• Real estate-style selling of location value, exclusivity, scarcity, and market presence.
• Value framing, objection handling, and confident price defense without reflexive discounting.
• Proposal development and presentation tailored to buyer motivation, company size, and approval process.
• Sale Funnel management, CRM discipline, forecasting, follow-up ownership, and renewal calendar management.
• Closing and commitment-gaining with clean next steps and clear decision criteria.
• Multi-location, franchise, retail headquarters, national account, and regional chain navigation.

  Preferred Experience and Background

  The strongest candidates will have experience selling location value, exposure, sponsorship, media, marketing services, SaaS, or structured business solutions to a broad range of customers. Experience managing a diverse book of business is strongly preferred because AHMC opportunities can range from owner-operated local companies to large regional and national brands.

• Out-of-home advertising, billboard sales, transit advertising, digital OOH, media sales, or media buying/planning experience.
• National or enterprise account sales with a proven history of large annual new-business production, ideally $1M+ in new annual business or comparable quota achievement.
• Commercial real estate, site-selection, leasing, or other roles built around location value and exclusivity.
• Corporate sponsorship, cause marketing, community partnership, or local-market activation sales.
• SaaS, advertising technology, marketing services, or structured sales-process experience with complex accounts.
• Retail headquarters, franchise, multi-location, regional chain, or national account sales experience.
• Experience selling to businesses from the $500K-$5M owner-operated range through $100M+ national or enterprise brands.
• A sports-minded competitive background is a plus when it reflects preparation, coachability, resilience, scoreboard awareness, and the ability to perform under pressure.

Candidates who understand corporate approval processes, franchise compliance structures, regional decision-making, and multi-location account navigation have a genuine advantage. Equally important is the ability to right-size the pitch: a local owner and a national marketing director may be evaluating the same sponsorship through very different lenses.

Personality and Operating Profile

This candidate should have competitive wiring. They should like goals, rankings, performance tracking, practice habits, coaching, and pressure. The sport itself matters less than what it signals: scoreboard awareness, resilience, preparation, and the desire to take the next at-bat after a miss.

They should also have intuitive sales sense. The best candidate can read the room quickly, know when to press, know when to pause, recognize when a buyer is hiding behind a surface objection, and simplify the explanation before the conversation gets crowded.

Self-motivation is non-negotiable. This person should arrive with a plan, leave notes, manage the board, follow up without being chased, and know where the number stands. They should be coachable without needing daily rescue.

Defining Traits of an Outstanding Candidate

Why This Role Matters

AHMC sponsorship gives businesses prominent highway visibility while funding professional cleanup and community improvement. For a national brand, the program can function as a cost-efficient exposure and reputation asset. For a local business, it can be a visible way to show the community that the company is established, invested, and present.

This is not a commoditized ad buy and not a one-size-fits-all pitch. The Account Executive / Account Manager has the opportunity to build a meaningful territory, close significant annual business, grow long-term accounts, and represent a program that leaves every community it touches better than it found it.

Candidate Summary

AHMC is seeking a driven, experienced sales professional with a proven track record in B2B prospecting, executive communication, territory development, and value-based selling. The ideal candidate understands how to sell location value and exposure using data, while also communicating the credibility and community impact that make AHMC different from ordinary advertising.

The ideal candidate is equally credible with local owners and national brand leaders; skilled at diagnosing what each buyer values; disciplined enough to maintain a clean Sale Funnel; and competitive enough to build a large book of business through consistent, structured activity.