New Business Account Executive

About Us

HSM Company History  |  HSM HEART Company Values  |  Who is HSM to our customers?

Founded in 1944, HSM is a third generation, privately held company with a rich history of innovation and a commitment to our people. With 25 locations across the U.S. and corporate headquarters in Hickory, NC and Huntersville, NC, we specialize in manufacturing components for furniture, bedding, transportation, packaging, automotive, and healthcare industries. Our expertise also includes designing and building automated production machinery. HSM products from sofa springs to swimming pool noodles and bus seats, touch everyday life in countless ways.

At HSM, our success is built on our people. We foster a culture of teamwork, innovation, and shared success. If you’re looking for a meaningful place to grow and make an impact, we want to hear from you!

About this Role

Build New Business. Create Lasting Customer Relationships.

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.

In this role, you will identify high-value prospects, uncover customer needs, develop tailored solutions, and convert opportunities into long-term customer relationships. You will represent a portfolio of Hickory Springs branded fabricated foam, metalworking products, and nonwoven materials, helping customers find solutions that support their business goals.

Your primary market focus will be greater Hickory, High Point, and surrounding areas, with opportunities outside North Carolina as customer needs and projects arise. If you are a competitive, consultative sales professional who enjoys building a pipeline and winning new business, we encourage you to apply.

What You Will Do

• Build a qualified pipeline: Research and prioritize prospects aligned with HSM’s growth strategy, using outbound outreach, industry insights, and consistent follow-up to generate opportunities.

• Lead the sales process: Guide prospects from initial engagement through qualification, quoting, negotiation, and close, with accountability for revenue and profit growth.

• Develop tailored solutions: Understand customer needs and collaborate with internal teams to position products that deliver practical, differentiated value.

• Create lasting relationships: Build credibility with OEMs, user groups, specifiers, and commercial customers, supporting repeat purchases and long-term retention.

• Pursue competitive opportunities: Secure requests for quotation (RFQs), product specification opportunities, and contract awards through persistence and a consultative approach.

• Collaborate across HSM: Partner with Account Managers, cross-functional teams, and industry contacts to identify shared prospects and expand market reach.

• Stay engaged in the market: Represent HSM at trade shows, association events, and customer visits, and share insights that inform product innovation and sales strategy.

• Maintain sales visibility: Use CRM tools and reporting platforms to document activity, track opportunities, and communicate pipeline progress.

What You Bring

• A bachelor’s degree is required. Business Administration, Marketing, or Psychology is preferred; other degrees will be considered.

• At least five years of outside sales experience, with three or more years in business development or account executive roles preferred.

• Demonstrated success building a B2B pipeline and closing new customer accounts.

• The ability to uncover business needs, communicate product value, and navigate long sales cycles in competitive markets.

• Clear, confident communication skills, with the ability to engage both technical and executive audiences.

• Strong organization, follow-through, and ownership of customer relationships beyond the initial sale.

• A collaborative approach and the 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.

Preferred Experience

• 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.

Ready to Make an Impact?

Bring your resourcefulness, persistence, and sales expertise to HSM. Apply today to help expand our market presence and turn new opportunities into lasting customer partnerships.

Why Join Us?

• Health & Wellness: Affordable medical, dental, and vision insurance plans, including an innovative global healthcare option for qualified participants.
• Retire: 401(k) with company match, fully vested from day one.
• Paid Time Off: Competitive PTO: 3 Weeks of Vacation + 9 company paid holidays.
• On-Site Medical Clinics: Free for you and covered dependents.
• Teladoc: 24/7 access with no copay.
• Professional Development: Tuition reimbursement, professional development assistance and career growth opportunities.
• Discounts: Enjoy discounts with HSM partners, including Dollywood Parks & Resort, Verizon Wireless, and more.

EEOC

At HSM, we believe that our diversity creates a productive workplace. All qualified candidates will receive consideration for employment without regard to age, race, creed, color, religion, sex, national origin, ancestry, marital status, affectionate or sexual orientation, gender identity or expression, or protected veteran status and will not be discriminated against on the basis of disability.

#IND2