As the Senior Sales Executive in our team, you will play a pivotal role in maintaining and expanding our client base by delivering exceptional event experiences. You will lead a high-performing sales team responsible for guiding clients through their event needs, providing innovative solutions that align with their objectives, and ensuring each event is an outstanding success. Your primary focus will be on fostering strong relationships with existing clients while actively seeking out new opportunities to grow our business.
Key Job Responsibilities:
Client Retention and Growth
- Maintain and grow revenue from our existing client base by developing strategies for increasing revenue at each event, including identifying upsell and cross-sell opportunities.
- Act as a subject matter expert in the production of high-end, large-scale events, utilizing advanced technology solutions to meet clients' needs.
- Deliver compelling presentations that clearly convey the values we hold and offer effective solutions to client challenges.
- Attend site visits, pre-conference planning meetings, and relevant venue meetings to ensure clients have a seamless event experience.
- Collaborate with vendors and other departments within the organization to capture and service events efficiently.
- Understand the cost structure of events and design solutions that adhere to profitability guidelines.
Client Relationship Management
- Cultivate and maintain strong relationships with clients, venue personnel, and various departments within our team.
- Conduct thorough research into client history and past experiences to personalize future event experiences.
- Actively engage with clients, addressing their goals, questions, concerns, and challenges.
- Leverage your network to secure additional opportunities with existing clients by referring and guiding them through the offerings of AV-AMERICA.
Sales Accountability
- Ensure the sales team maintains a healthy pipeline to achieve established revenue targets.
- Keep all known opportunities accurately updated in the Customer Relationship Management (CRM) system.
- Lead the sales forecasting efforts at our home location(s), ensuring accuracy and timely submissions.
- Familiarize the team with Standard Operating Procedures (SOPs) relevant to the role and any new initiatives or programs.
- Keep the team informed and confident in new product/service offerings and emerging event technology solutions.
- Create and present performance reports and information to senior management as required.
Team Development
- Effectively manage the performance of the sales team, directing their efforts toward organizational goals.
- Promote a culture of high performance, accountability, and continuous improvement.
- Motivate and energize team members to make proactive decisions in client interactions.
- Address employee concerns, maintain adequate staffing levels, and support team development and mentorship.
- Serve as the in-house expert, offering guidance and support to team members for large events.
- Ensure the team receives relevant sales training and participates in regional or national sales communication programs.
Job Qualifications
- Bachelor's degree (BS/BA) or a minimum of 3+ years of equivalent experience (Is desirable.)
- Minimum of 5 years of sales experience, preferably within the audiovisual event space.
- Knowledge of the sales process and ability to interpret financial reports and records
- At least 1 year of supervision or leadership experience
- Technical aptitude, computer proficiency, and CRM knowledge (preferably CAD and Oracle)
- Outstanding communication and presentation skills.
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