Position Overview

The Account Director works with a portfolio of accounts across all markets. This role is responsible for identifying, developing, and securing large, technically complex, and/or strategic event business opportunities from designated accounts, inbound Account leads, and through individual sales efforts.  The Account Director is responsible for utilizing technical, creative services, and operational support to sell Encore’s breadth of services to clients while managing budget expectations, event profitability, and exceeding customer expectations.  In addition, the Account Director is responsible for driving performance through internal and external development. This position reports to the Senior Director, Global Sales- EMEA.

Key Job Responsibilities

Account Management

Identify and develop account plans designed to increase revenue while managing compliance, profitability, and revenue channel development.Qualify and quantify the customers holistic needs in AV, Event Technology, Production, Content and all technical event needs.Create and execute plans to further penetrate the account. This includes securing customer appointments and executing sales calls, customer business reviews, and action plans to identify and secure both short and long-term revenue opportunities.Ensure each account moves from vendor status through desired role of trusted advisor and moving up the buy/sell hierarchy by establishing and delivering on our Core Value Proposition.Understand customer’s industry trends and associations, and build a network that continues to establish credibility, rapport, and opportunities to engage customers.Identify trends in spend and develop strategy to penetrate those markets furtherDevelop a rolling 12 monthly view of all Key Account Events or planning.

Account Strategy

Develop deep knowledge of customer procurement strategies, structure, businesses, and synergiesIdentify and build strong relationships with individuals responsible for planning or producing large/complex/strategic events within customer’s organizationAggregate client account-based growth data and evaluate areas of opportunity.Anticipate client needs and proactively develop an approach that is tailored to each clientModel account-based trends on a monthly, quarterly, and annual basis, and compare data with previous years' results and forecast future account-based growth rates.Drive results through customized solutions.Serve as a subject matter expert for all of Encore’s owned subsidiary companies with the ability to sell full solutions to the customer’s holistic production needs.Responsible for generating leads and mining opportunities within existing accounts to drive incremental revenue.Understand industry trends that impact customer buying behaviors and offer innovative solutions.Engagement in relevant industry organizations.

Revenue ManagementMeet and exceed quarterly and annual quotas.Actively manage account pipeline throughout the entire organization for all Encore services including core audio visual services, power, rigging, HSIA, digital services and all offerings Encore provides to clients.Establish and maintain event profitability models throughout the Sale Process.

Operational and Technical Support

Communicate the production and technical needs of programs effectively to clients and internal partners.Ensure Encore Production Standards are adhered to throughout the Sales ProcessReview proposals to ensure competitive advantage, customer alignment, and compliance with MSA agreements and Encore Policy.Utilize software tools including diagrams, proposals, renderings, CAD drawings and related technical material to sell programs to clients while managing budget and exceeding customer expectations.Understand Encore’s family of brands, product offerings, and servicing divisions and communicate the customer’s needs cross functionally.

Information Management, Reporting, and Company Support

Work closely with Encore internal contacts to realize account objectives and act on resolving customer experience and internal issues.Identify and assign Encore team members, including senior leadership on the buy/sell hierarchy for key accounts.Monitor and maintain accurate and timely CRM activity data entry, billing records, show evaluations, customer surveys, monthly or quarterly reporting, and any other information on assigned accounts requested by management in accordance with policies and procedures.Maintain timely and consistent customer reporting, delivery, and communication of key requirements.

Job Qualifications

Demonstrated excellent customer service skillsAbility to create technically and/or logistically complex proposalsAbility to create and execute a strategic customized account planExperience in networking targeted customers at industry eventsExperience working within a team environment to over-deliver on desired resultsExperience with high-level (Director or above) contract negotiations and the ability to successfully navigate complex organizationsExperience with internal and external Producers, Technical Directors, and Event PlannersExcellent computer skills including all Microsoft Office applicationsExperience with the use of customer relationship databaseExperience with creating and executing presentations using PowerPoint and/or other forms of mediaStrong written and oral communication skills needed to create sales presentations, draft creative and technical proposal content, and effectively solicit business via phone and face to face customer contact, as well as through tradeshow and industry eventsExcellent organizational skills and the ability to manage multiple projectsIn depth understanding of the meetings and event technology industriesIn depth understanding of audio, video, lighting, rigging, and power distribution systems utilized in a corporate staging environmentIn depth understanding of the corporate events marketDesire and ability to travel

Competencies

ResponsivenessOwnershipManages ComplexityBusiness InsightStrategic MindsetCollaboratesCommunicates EffectivelyBuilds NetworksDrives Quality ResultsPlans and AlignsInstills TrustManages AmbiguityFunctional/Technical SkillsNegotiatingIntegrity & TrustInnovation ManagementApproachability

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.