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Production Center Sales Director- Remote

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Job ID PRODU028659 Date posted 03/19/2024 Location Orlando , Florida Position Type Full Time

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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Benefits

You’ll find some of the best rewards in the industry – from comprehensive insurance options and generous PTO to a company-matching 401(k).

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