Account Executive - Live Events

Job Description

PRIMARY ROLE

The Account Executive plays a central role in the development of new business for the enterprise, with a prominent emphasis on developing and maintaining client and industry relationships. The Account Executive is responsible for proactive outbound prospecting, lead management, and bid management, especially within the live events industry. This position has a direct impact on the success of Corporate Events by providing qualifying opportunities from lead status through the sales pipeline. Key functions of the Account Executive include discovering opportunities and leveraging all types of industry relationships to benefit both company and the client.

This position is remote with a location preference of EST or CST & near a minimum of mid market airport.

Principal Responsibilities

Drive implementation of strategic growth initiatives approved by the Chief Revenue Officer.

Effectively partner with the Sales Team to develop, align, and execute company strategy.

Create and implement, in conjunction with CRO, strategic sales and conference marketing plans that successfully achieve business objectives.

Represent the enterprise at conferences, trade association meetings, and industry shows to promote the enterprise and conduct market / competitive analysis for strategic insight and evaluate overall competitive position.

Maintain relationships with clients by providing support, information, and guidance, researching and recommending new opportunities.

Sales Management

Execute an integrated business development and sales strategy that achieves the annual business plan specific to Corporate Events.

Collaborate with internal resources on opportunities to meet with key clients, deliver sales presentations, further develop relationships, and negotiate to close deals.

Personal Business Development & Sales

Lead efforts to build the enterprise brand and build relationships in new verticals/ markets.

Generate business opportunities by identifying prospects and evaluating client needs; researching and analyzing sales compatibility and strategies.

Arrange meetings with potential clients to discover needs and project requirements.

Collaborate with the Creative Department to prepare and deliver appropriate presentations.

Negotiate / Close deals and handle complaints or objections.

Utilize provided resources for lead development and document account activity in Salesforce.

Manage expense process within identified targets.

Travel will be required to networking events, client sites, event venues, training seminars, and event planning conferences. Travel requirements will be at the discretion and approval of the CRO.

QUALIFICATIONS

Minimum of 7-10 years of experience in event agency or AV sales, bid development/management, or related field and bachelor’s degree from an accredited college/university preferably with emphasis in business, marketing, event management, or related field.

Must be able to professionally interact and communicate with individuals at all levels within various types of organizations.

Experience in developing, maintaining, and leveraging internal relationships to increase profitability and quality of client solutions.

Excellent written and oral communication skills.

Clear inclination toward customer service (internal and external).

Demonstrable consultative selling and influencing skills.

Ability to lead formal and informal presentations.

Ability to prioritize work assignments based on the Sales Department’s alignment with the organization’s strategic business goals.

Outstanding computer skills required, including use of standard Microsoft Office applications; knowledge of project management software a plus.

Project management experience, especially within the construction context, including working knowledge of construction contract language and bid processes.

Ability to manage time effectively, work independently and be self-motivated.

Knowledge of event sales, client relations, project management, bid processes, communications, and job-costing analysis.

Full-time

Fully remote