Area Director, Venues

Position Overview

The Area Director, Venues is responsible for the overall management of operations within assigned venues in a region while ensuring the team delivers world-class service with venue partners, customers and vendors. This includes having direct responsibility for managing the daily operational and sales activities of the full-service event technology operation (primary venue) in addition to direct reporting responsibilities for financial, operational, and sales performance for additionally assigned locations. The Area Director, Venues also supervises and develops venue leaders and assists in directing and implementing activities that support the company initiatives.

Key Job Responsibilities

Account Management

• Develop and maintain strong relationships with clients at all levels of their organization and provides outstanding customer service while focusing on customer retention.

• Identify key issues and decision makers that will influence the contract renewal and leverage all available internal resources to facilitate the planning effort for renewing existing business.

• Create and participates in business review presentations.

• Service high profile/visibility events and act as a point of escalation when needed.

• Partner with Venue Regional Sales Management Leadership on sales strategies.

• Collaborate with venue partners to find new opportunities for revenue streams and select services.

Financial Management and Reporting

• Ensure assigned locations are running an efficient and profitable operation with a focused approach on revenue maximization and profitability using cost control measures in accordance with the company’s standard operating procedures. 

• Drive results in revenue growth, cost management and other financial areas by operational planning, forecasting, cost control, EBITDA growth and flow through in all assigned locations.

• Achieve Encore’s financial goals for the location(s) by ensuring the proper management of labor, equipment sub-rentals and other costs.  

• Trains and directs operations and sales teams to complete standard and ad hoc reports.

• Complete and analyze reports and budgets to effectively manage the business.

• Manages the utilization of the company billing system, coordination of invoicing activities and that billing is reviewed and approved by clients.

• Confirms venue partners process all payments to Encore in a timely basis.

• Review primary  venue and other venues P & L and develops action plans to address deficiencies or various areas to growth the business 

• Conduct periodic financial reviews at assigned locations with a focus on cost and revenue opportunity management to ensure benchmark goals are met on a consistent basis. 

• Collaborate with regional labor and equipment leaders to maximize labor and equipment utilization

• Direct the venue leaders and collaborate with Regional Director, Venues and/or RVP to develop and deliver business reviews for home location and each locations he/she oversees. 

• Ensure reviewed forecasts are completed in a timely and accurate manner by partnering with accounts receivable to ensure timely collection of funds.

Operations Management

• Oversee venues in an assigned region to ensure daily floor operations are completed, and in accordance to brand and safety standards. 

• Confirms that the operations team and assigned locations is using inventory control procedures to maintain proper inventory levels while also maintaining safety, security, and quality assurance of equipment. 

• See the Big Picture by analyzing schedules and available labor and equipment resources and makes recommendations for labor and equipment sharing within local markets for assigned locations.

• Guarantees a Encore management presence at all venue meetings, such as daily stand ups or sales meetings.

• Meet with Venue Leadership to review upcoming events, problem solving, operational feasibility, and budgets for all assigned locations.

• Conduct periodic financial reviews at each location with a focus on cost and revenue opportunity management and to ensure benchmark goals are met.

• Collaborates with Regional Venue Management teams when necessary.

Equipment & Information Management 

• Enforce the security of stored gear, transportation, and maintenance of equipment at locations.  

• Provide analysis of equipment needs for locations and partner with Area Manager & RVP, Venues to establish proper CAPEX submission. 

• Ensure that the management team effectively utilizes all Company computer systems and software programs, providing assistance when necessary. 

• Develop programs that improve efficiencies within the area through shared labor, equipment, and industry knowledge.

• Assist RVP, Venues & Regional Director, Venues with implementing and maintaining initiatives and ensuring optimal performance.

• Utilize company systems for site visit reviews to ensure location adherence to Standard Operating Procedures (SOPs) and appropriate business practices.

Sales Management

• Hold each assigned location accountable to maintaining a healthy pipeline at all times to achieve established revenue targets.

• Ensure Sales forecasting efforts at all assigned locations are accurate and reports are submitted in a timely manner.  

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

• Provide sales support and leadership to assigned locations, connecting with appropriate sales resources as needed.

• Maintain knowledge of new product/service offerings and emerging technology supporting meetings and events.

• Partner with Venue Sales Leadership on sales strategies.

Customer Service

• Deliver World-Class Service by cultivating and maintaining relationships with customers, venue personnel and various PSAV supporting functions and departments. 

• Lead assigned venues to exceed the expectations and needs of internal and external customers.  

• Enforce the guidelines in the Employee Guide and/or venue standards for the team to portray a polished and professional image.

Team Leadership and People Development

• Embrace and foster the company’s Core Values.

• Act as a liaison between the Regional Director, Venues, RVP, Venues and venue partners. 

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

• Direct and manage performance, address employee concerns, maintain adequate staffing levels, and facilitate team development. 

• Mentor assigned venue leaders.

• Lead and manage the human resources activities including selection, performance management, employee engagement, and learning. 

• Encourage and provide focused and continued coaching to develop the skills of team members.  

• Manage succession planning to prepare strong talent bench strength.

• Recommend team members for training opportunities, as needed.

• Schedule and Facilitate team member meetings and trainings.

• Identify and recommend development opportunities and develop succession plans.

• Maintain adequate staffing levels to ensure performance management concerns are addressed in a timely manner and with company guidelines. 

• Do the Right Thing by ensuring all safety practices are being followed. 

• Partner with RVP of Venues, Area Manager and HR to analyze team member engagement survey data; develop action plans to address the priority issues and ensure action plans are deployed and producing positive changes. 

Job Qualifications

• High School Diploma is required. Bachelor’s degree is preferred. 

• 12+ years of audio visual experience

• 10+ years of sales/customer service experience

• 8+ years of operations supervisory/management experience in audio visual 

• Effective relationship management skills and experience  

• Strong financial acumen, sales planning, forecasting, and CRM  

• Excellent written and oral communication and presentation skills  

• Ability to support growth initiatives  

• Proficiency with the use of computer hardware

• Proficiency with computer software and programs, including the Internet and Microsoft Office

• Effective leadership abilities and customer satisfaction and people development focus  

• This position may require up to 20% travel.            

Competencies

Deliver World Class Service

• Hospitality

Do The Right Thing

• Courage

Drive Results

• Optimizes & Aligns Work

See The Big Picture

• Strategic Mindset

Value People

• Organizational Savvy

• Values Diversity

• Develops Talent

Work Environment

Work is performed in a venue/convention center environment with moderate exposure to outdoor temperatures and to dirt, sand and/or dust.  The working conditions will vary between moderately quiet to noisy volumes.  Team member will use high-end audio visual equipment and electrical components, and will be exposed to heights via lifts and ladders.  Team members may be asked to work in multiple venue locations.  Working times will include irregular hours and on-call status including days, evenings, weekends and holidays.   Team member will visit other work locations for meetings or for other business related reasons. Team members must adhere to appearance guidelines as defined by Encore based on an individual venue or a representation of venues in that city or area.