The Production Center Sales Manager is responsible for growing incremental revenue and net new opportunities in both Encore's Field Sales Division and office locations. This team leads a designated segment of the sales force in the identification and capture of mid-to high-level technically complex events. As the technical sales expert this person will influence the product mix, develop and deploy strategy and solutions designed to win production business(win the ballroom, technical offsite events, overflow rooms, etc.) and provide customer support and guidance throughout the lifecycle of the event often in conjunction with field seller or local leadership. The production seller is also responsible for developing key account relationships stemming from target opportunity capture and multi-event opportunities. This role reports to the Senior Director of Production or VP, Production Sales Depending on market.
Key Job Responsibilities
Inbound Sales & Qualifying New Opportunities
• Identify and develop event opportunities alongside Field Sales to increase revenue while managing compliance, profitability, and revenue channel development
• Identify customer event stakeholders, decision makers, objectives, goals, challenges, and obstacles.
• Increase target opportunity capture
• Leverage internal resources to position Encore as a full end-to-end solution provider exceeding customer expectation
• Schedule virtual and in-person demonstrations of Encore's products and services
• Participate in venue site inspections to build rapport with customers and increase Encore's visibility as a production company capable of producing large production events
• Seamlessly turn the business needs of our clients into alignment with the benefits of our products
• Proudly demonstrate Encore's audience engagement impact and demonstrable ROI to position Encore as the partner of choice
• Manage quotes, proposals, pitches, and RFPs through our sales process, from lead to WIN
• Partner with Regional Sales Director to support and educate Field Sellers on event and industry trends
• Achieve and strive to surpass quarterly and annual revenue targets including account growth and conversion
Internal Communications
• Communicate with management regularly to report on sales activity
• Keep CRM and systems up to date and enriched with key business intelligence
• Collaborate with Marketing to create region specific campaigns
• Maintain sales pipeline and consistently review the health of prospects to accurately influence revenue projections
Desired Experience & Soft Skills
• A background in the meetings and live events industry - including events with digital engagement (virtual/hybrid)
• Candidate should be a self-motivated, autonomous individual eager to pursue all potential business
• The candidate should be a driven salesperson with an exceptional eye for detail and creative strategy approach
• Must take pride in providing unrivaled care and attention to customers and prospects
• Is looking for an opportunity to work in a dynamic and entrepreneurial organization that understands the impact of mobile app technology on live events
Competencies
• Deliver World Class Service (Hospitality, Ownership)
• Do the Right Thing (Manages Ambiguity)
• Drive Results (Directs Work, Achieves Goals)
• See the Big Picture (Financial Acumen)
• Value People (Builds Effective Teams)
Work Environment
Office
Work is performed primarily in a corporate office or home office environment. Working times may include irregular hours and on-call status including days, evenings, weekends and holidays. Team members must adhere to appearance guidelines as defined by PSAV based in an office environment and when traveling, on an individual venue or a representation of venues in that city or area.
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