Develop and expand the event account relationship by providing event expertise to the Sales team and the client, planning pre-sale activities, and administering sold programs. Provide client and team support and training, and work on special projects as assigned by the Sales team or Operations Management. Works with Sales team to retain and grow business and identify new business opportunities. Provides client continuity by managing clients' entire book of business.
Offer comprehensive event planning and administration to major accounts, which are defined as client billing of approximately $600K- $2 million in gross profit (GP) or plays primary sales role on specified accounts in addition to Meeting Event Managers’ (MEM) responsibilities. Responsible for client specific financial management reconciliations and reporting. Provide high level of sales support and instrumental in client relationships and selling process.
Provides leadership and mentoring to Operations team, manages Master Service Agreement (MSA), Scope of Work (SOW) and Authorization to Proceed (ATP) process and adherence. Responsible for proposal development and budget development for assigned account. Oversees account for consistency, client deliverables, best practices and Standard Operating Procedures.
No direct reports.
Reporting and Working Relationships
Reports to Director, Operations. Working relationship with Sales, Proposal Development, Sourcing, Guest Services, Technology, Event Operations, Event Accounting and Management. Direct working relationship with clients and suppliers.
Provides leadership and mentoring to event team, acting as positive role model to promote team environment. Develops and adopts best practices in forecasting demand and applies them to revenue and demand for labor. Completes ATP and SOW documents to outline deliverables and communication process for assigned programs. Manages and negotiates hotel, destination management company (DMC), air and third-party contracts. Coordinates and attends site inspections. Partners with Guest Services regarding registration/air needs, status meetings and communication throughout program. Completes Post Project Implementation Review templates and conducts Project Implementation Review (PIR) meetings. Works with Event Accounting to complete and review final billing prior to final invoicing to client. Maintains thorough project documentation to ensure Maritz contract and documentation policy compliance.
Acts as team leader and communicates program requirements to team. Develops client relationships and participates in quarterly client reviews in coordination with sales leader. Develops strategic partnerships and maintains close communication with multiple contacts within clients. Acts as an extension of the sales team and as sole Maritz representative during site inspections and program operations. Acts as primary point of contact for account team. Conducts internal training as requested. Serves as mentor for new MEMs and assists with training responsibilities. Participates in periodic review of project performance to evaluate progress toward client objectives.
Responsible for program forecasting and updating business management systems with financial information. Manages overall budget, communicates changes to Sales, Operations Director, and client. Responsible for financial reconciliations and reporting including review of 3 month-out report for SMP meeting. Manages PCA (Project Change Acknowledgement) process. Analyzesfinancial information and determines costing strategies. ConsultsEventAccountant regarding the GAAP (Generally Accepted Accounting Principles) closing process and attends final billing reviews. Approves budgets, ensuring adherence to MSA guidelines. Participates in financial reviews and costing strategies. Responsible for development of costings, proposals and deliverables on renewal business. Provides expertise with regards to destination, hotel and Maritz services. Executes sold program SOWs, ATPs and MSAs on renewal business. Develops initial budgets for assigned programs.
1. BachelorDegree or equivalent experiencerequired.
2. 5+ years experience with pharmaceutical meeting planning or hotel sales/conference services with pharmaceuticalmeetings required. Familiarity with production is a plus.
3. Prior successful experience in developing and maintaining key client and Account Manager/Account Executive relationships.
4. Pre-sale consulting/administration and presentation/proposal development experiencerequired
5. Prior experience in effectively handling multiple projects/demands.
6. Proficient in Microsoft Office products, such as Word, Excel, and PowerPoint. Proven aptitude for technology and/or software solutions and analytical skills required.
7. Professional verbal and written presentation skills required.
8. Ability to travel 30% to 40% of time required.