Head of Regional Sales - UAE

The Head of Regional Sales UAE will be responsible for the overall strategic sales vision for the UAE. Including, revenue performance of GSO, Venues & Production Sales aligned to the Regional Ops Plan. KPI’s will be achieving Regional AOP Revenue targets incorporating; Venue, GSO Accounts, New Business and Production, through the development of Key/Strategic accounts across the Regional Team. Focusing on new business acquisition and account development through the execution and promotion of consultative selling across a portfolio of Strategic, Key & Managed accounts. With particular focus on new business development through lead generation and market research to develop a healthy pipeline of new account prospects. Responsible for GSO liaison with Operational delivery teams to ensure revenue & profit maximization. Responsible for the management of the Regional Sales Teams, allocating Account portfolios, supporting Account & Personnel development.

Leading the Regional reporting responsibilities, including performance by Account, portfolio, Region and individual Account Manager establishing a suite of reports providing periodic information on Demand funnel, Account performance, conversion statistics, forecast analysis, individual & team performance.

The role will lead the team’s collaboration optimizing the full Sales ecosystem between GSO & Venue team members, through regular interactions and formal performance reviews. The HoRS will work closely with 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. 

The HoRS will lead their team in the implementation and ongoing development of upstreaming our client contact strategy, developing our data collection methods and enhancing CRM capabilities to enable commercial opportunities from the resulting enhanced data (Event Hive).

This position reports to Regional Director of operations & Regional Managing Director.

Key Job Responsibilities

Strategic Sales for the Region/Account Management

• Liaise with Operational delivery teams to ensure revenue & profit maximisation.
• Drive the Regional Sales eco system to build the required demand funnel through proactive sales strategies.
• Drive strategic alignment between Production & Venue Sales to optimize Regional (EMEA) performance.
• Develop through consultative sales techniques a rolling long-term view of all Key/Strategic Account Event schedules.
• 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, Creative and all technical event needs.
• 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 further.

Account Strategy

• Leading the Regional Sales Team to;
• Develop a long-term view of Event schedules for ALL Key/Strategic accounts.
• Develop deep knowledge of customer procurement strategies, structure, businesses, and synergies
• Identify and build strong relationships with individuals responsible for planning or producing large/complex/strategic events within customer’s organization
• Aggregate client account-based growth data and evaluate areas of opportunity.
• Model 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.
• Understand industry trends that impact customer buying behaviors and offer innovative solutions.
• Engagement in relevant industry organizations.

Revenue Management

• Meet and exceed monthly, quarterly and annual quotas.
• Actively review and manage team’s 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.
• Support the Region with the appropriate focus on Venue & Production sales activities.
• 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 Process
• Review 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

• In agreement with the Regional Managing Director, establish a suite of reports providing periodic information on the following subjects: Demand generation, pipeline management, Account Revenue performance, Conversion statistics, Forecast analysis and individual & team performance. To include; Sector focus, seasonality, trends & opportunities. Cadence of reporting to be agreed with Regional MD.
• Work with Regional team to set and monitor 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.
• Ensure the Regional team 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.
• Manage the sales process transformation for teams demand generation, enhancing data collection capabilities and strategic planning.
• Develop CRM capabilities to collect KPI data and work with Snr Director Sales EMEA on commercial strategy for data utilization.

Job Qualifications

• Business or event management-oriented degree
• Strong written and spoken English
• Possesses Commercial and Operational know-how
• Competent in using MS Office