Encore Washington , DC 20319
Posted 2 months ago
The approximate salary range in New York and Washington State is $123,454- $151,231 per year with incentive opportunities. The approximate salary range in California and New Jersey is $113,958- $139,598 per year with incentive opportunities. The approximate salary range in Colorado is $104,461- $127,965 per year with incentive opportunities.
The Sales Director, Production Center is primarily responsible for growing revenue for Encore by leading a designated segment of the sales force in the identification and capture of 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.), provide mentorship and coaching to other Sales team members, and provide customer support and guidance throughout the lifecycle of the event alongside the Field Seller, DET, or other above property sales staff.
Key Job Responsibilities
Inbound Sales & Qualifying New Opportunities
Maintain knowledge of new product/service offerings and emerging technology supporting meetings and events; educate other sales team members Encore technical solutions.
Serve as the resident expert on the team, providing guidance and support to other team members for complex events.
Learn, adopt, and train team on all SOPs related to the role and any new initiatives/programs that are implemented; ensure full team compliance with established SOPs.
Meet or exceed revenue targets
Respond to assigned inbound inquiries (based on the minimum threshold determined for the role) with speediness, positivity, and precision
Create strategy designed to win production business
Act as Sales lead on high-level technically complex events
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
Cultivate and maintain relationships with c-suite level customers
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
Ability to evaluate and maintain accurate event profitability, utilizing provided tools, during the sales process following Encore price guidelines and rules.
Ability to quickly learn an embrace new software as it pertains to quote creation, proposal development, and project management and customer facing solutions as needed
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
Foster a symbiotic relationship with Production, Sales, Venue and Warehouse Operations
Create and present information and reports - as needed, to senior management and at times, c-suite executives - related to performance, pipeline, forecasting, etc.
Desired Experience & Soft Skills
Eight years of experience in the production side in the meetings and live events industry - including events with digital engagement (virtual/hybrid)
Past experience in producing, providing technical direction, event project management, and/or complex audio/video engineering is a must
Candidate should be a self-motivated, autonomous individual eager to pursue all potential business
The candidate should be a driven salesperson with 3+ years of sales experience with an exceptional eye for detail and creative strategy approach
Demonstrated ability of coaching and mentoring others
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
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 Encore 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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Encore