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Position Overview

The Account Manager (AM) role responsibility is to grow and manage a portfolio of new and existing clients to ensure retention of current business and support the growth and the success of the organization. The role requires a self-starter who relishes the chance to provide Encore’s solutions to clients and collaborates well with colleagues and partners to help achieve successful events. Client relationship management, solutions selling to qualified leads, developing and presenting proposals, and ensuring the successful delivery of Encore’s services will all be part of your winning formula. The Account Manager performs a lead role in client interactions prior to sale  with support from the Project Manager or Lead Technician. Following the sale, the Account Manager performs a support role in client interactions.  This role reports to the Regional Sales Director.

Key Job Responsibilities

Business Development

• Know the market well in order to find, qualify and convert prospects into confirmed business
• Develop creative solutions to drive business growth
• Actively build and maintain a pipeline of ongoing opportunities & leads
• Mine existing customers for other opportunities and revenue
• Explore partnership opportunities with a variety of event industry suppliers and groups
• Partner with clients to have an absolute understanding of their event goals
• Build rapport/relationship with clients to understand their event pain points
• Plan, document and execute a minimum of 6 weekly unsolicited outreaches to clients in Salesforce CRM
• Attend and document a minimum of 8 sales calls (client meetings with a specific plan on how the meeting can advance the sales cycle/business) per month (documented in Salesforce CRM)
• Determine whether any emergent solutions can be leveraged to drive incremental value and impact for client event
• Develop and propose solutions that achieve client goals
• Qualify leads from various sources including website, marketing campaigns and other team members
• Engage team members across sales, marketing, project management and leadership to incorporate and draw from their expertise
• Establish solid relationships and trust with existing clientele

Client Management

• Operate as a key point of contact for any matters specific to your customers (in conjunction with Project Manager)
• Build & foster outstanding customer loyalty by finding opportunities to wow the client
• Enhance customer ties by defining opportunities and introducing additional products and services
• Understand and document customer business strategies, priorities, and goals
• Resolve customer issues and ensure their high levels of satisfaction through prompt responsiveness and focus on detail

Project Oversight

• Engage with production/operations for technical assistance, design and tailored customer solutions
• Provide routine quality control oversight of the project as required, ensuring client expectations for budget management, creative services solutions and technical logistics coordination are being met and kept on schedule

General

• Remain current and educated on all new and emerging event technology products and solutions
• Develop and actively track a sales pipeline in CRM, listing sales activities and approximate timing for proposal submittals
• Establish and maintain close relationships with other Encore sales team members as well as with external partners
• Attend all designated individual and team calls, working your other scheduled calls around these established times

Job Qualifications

• 5- 10 years experience within the events industry and/or audio-visual fields is preferred
• Proven ability to manage multiple projects at a time while paying strict attention to detail
• Understanding of social media, digital marketing strategies, search optimization, and e-marketing
• Valid driver’s license and access to a private vehicle
• Technical College or University Degree preferred

Competencies (by Core Values)

• Professionalism
• Initiative
• Quality Focus
• Communication
• Customer Orientation
• Understanding the Business
• Continual Learning
• Planning
• Problem Solving
• Driving Accountability and Results

Physical Requirements

Team members must be able to meet the physical demands below in order to successfully perform the essential job functions. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Frequency options consist of: Continuously, Frequently, Occasionally and Never.

Work Environment

Hotel

Work is performed in a hotel/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 members 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 hotel locations.  Working times will 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 on an individual hotel or a representation of hotels 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.