Cluster Sales Manager

Key Job Responsibilities

Revenue Generation

·       Drive Results by establishing sales objectives through forecasting and developing quotas for all team members.

·       Maximise revenue opportunity for assigned customers by creating effective strategies for per-event revenue growth, including upsell and cross-sell opportunities.

·       Assist with creating high-end, large event, advanced technology solutions for Encore’s existing and potential customers.

·       Assist with preparing and delivering compelling presentations that convey the value of Encore and effectively solve customer challenges.

·       Attend site visits, pre-conference planning meetings, and appropriate venue meetings as necessary to support the customer event experience.

·       Effectively collaborate with vendors and other departments/divisions of the company to capture and service events.

·       Understand event cost structure and incorporate into solution designs according to established profitability guidelines.

Relationship Management                                                                                                                                       

• Deliver World-Class Service by cultivating and maintaining relationships with customers, venue personnel and various Encore supporting functions and departments. 
• Thoroughly research and understand customer history and previous experiences, in order to create more personalised customer experiences.
• Value People by attending customer meetings, understanding their goals and responding to their questions, concerns, and challenges.
• Actively refer and guide customers through the Encore network, leveraging your contact to secure additional opportunities with existing customers.

Sales Accountability

• Hold sales team accountable to maintaining a healthy pipeline at all times that ensures achievement of established revenue targets.
• Ensure all known opportunities are in CRM and completely accurate and updated at all times.
• See the Big Picture by leading the sales forecasting efforts at home location(s), ensuring they are accurate and submitted timely.

·       Learn, adopt and train team on all SOPs related to the role and any new initiatives/programmes 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.

People Development

·       Effectively manage the performance of the sales team, and direct work and tasks towards achieving the organisation’s goals and objectives.

·       Value People by promoting a culture of high performance, accountability and continuous improvement that values learning and a commitment to quality.

·       Motivate and energise team members to make proactive decisions in all communications with customers.

·       Address employee concerns or conflict, maintain adequate staffing levels, and facilitate team development and sales mentorship.

·       Serve as the resident expert on the team, providing guidance and support to other team members for large events.

·       Ensure the team receives and participates in all relevant sales training and participates in any regional or national sales communication programs.

Do the right thing by promoting a culture of health and safety, and ensures safe working environment and practices across the cluster