Senior Sales Associate

Position Overview   

The Senior Sales Associate is responsible managing the day-to-day activities and oversite of a team of Sales Associates. This position will have oversight with qualifying leads and managing the Event Technology Sales process for events of all sizes with a special focus on events under $5K in revenue. The Sr Sales Associate will ensure the team is delivering an excellent customer experience, optimize efficiencies, and maximize revenue per opportunity. This position will also provide general sales and support including lead importing, order entry, opportunity management, and customer follow-up. The Sr Sales Associate will be based in Coppell, Texas within the Encore Regional Offices and reports to the Director, Customer Support.

Key Job Responsibilities 

Sales Accountability 

• Hold sales team accountable maintaining a healthy pipeline that ensures achievement of established targets.

• Ensure all known opportunities are in CRM and completely accurate and always updated.

• 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.

• Maintain knowledge of new product/service offerings and emerging technology supporting meetings and events; ensure team members are appropriately trained and competent/confident on available solutions.

• Create and present information and reports, as needed, to senior management related to performance, pipeline, forecasting, etc.

Sales Support and Coordination

• Lead import/distribution for Venue complexes researching, as needed, to determine correct ownership of Lead.

• Directly sell smaller events such as Banquet Event Order (BEO) bookings, exhibitors, affiliate business, and In-Conjunction-With (ICW) events. 

• Direct qualified leads to EventNow (eCommerce platform) as a buying channel for Encore customers and assist their online customer experience.

• Close business by obtaining commitment to buy while maximizing revenue and adhering to event profit guidelines for all assigned business. 

• Manages customers’ requests by phone, on-line chat, email, and other channels. Follow up with internal and external customers through confirmed order hand-offs.

• Effectively use Encore tools/technology/systems and resources to promptly respond to customer requests.

• Ensure CRM is always accurate and up to date.

• Facilitate strong information exchange with aligned venue leadership teams.

People Leadership

• Assist Director with hiring, training, and development of Sales Associates.

• Lead a team of 5-10 Sales Associates.

• Cultivate a team environment that focuses on service levels, customer satisfaction, revenue generation and productivity. 

• Establish strong working relationships with team members within the support center and other departments in the organization that support the accomplishment of team goals.

• Hold sales team accountable for maintaining a healthy pipeline at all times to ensures achievement of established targets. 

• Ensure all known team opportunities are in CRM and completely accurate and updated at all times.

• 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.

• Maintain knowledge of new product/service offerings and emerging technology supporting meetings and events; ensure team members are appropriately trained and competent/confident on available solutions.

• Create and present information and reports, as needed, to senior management related to performance, pipeline, forecasting, etc.

Job Qualifications

· BS/BA is preferred and 2+ years of sales/event experience.

· Prior technology, sales, hospitality, or event planning experience required

· Strong competence in Microsoft Office, in particular Microsoft Excel and Dynamics CRM

· Must be able to multi-task; ability to handle multiple projects while prioritizing work assignments

· Results focused.  Able to meet deadlines and deliver results against specific timetables

Competencies 

Deliver World Class Service

· Hospitality

· Ownership

Do The Right Thing

· Manages Ambiguity

Drive Results

· Directs Work

· Achieves Goals

See The Big Picture

· Financial Acumen

Value People

· Builds Effective Teams

For more information on our Competency Group, refer to the Competency Based Talent Management page on Encore Connect by searching for the title or copy & pasting this URL Link: (https://psav.sharepoint.com/sites/HR/SitePages/Competency-Supported-Talent-Management.aspx). 

Work Environment

Office

Work is performed primarily in an 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.

The above information on this description is not necessarily an exhaustive list of all responsibilities, duties, skills, efforts, requirements or working conditions associated with the job.  While this is intended to be an accurate reflection of the current job, management reserves the right to revise the job or to require that other or different tasks be performed as assigned.

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Salary Pay Range: $58,642.00 - $76,235.00

The compensation offered for this role is determined based on the qualifications outlined in the job posting for the specified location. Final compensation is based on a number of factors including location, travel, relevant work experience, or particular skills and expertise. In addition, some positions may be eligible for other compensation such as potential overtime, bonuses or incentives.

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