AV Business Development Manager

Job Title: AV Business Development Manager

Location: American Fork, UT (on-site)

Salary: 75,000-85,000K based on experience + commission

Position type: Full-time permanent

Summary

The AV Business Development Manager is responsible for generating new business with corporate and live event production clients. This role owns prospecting, networking, discovery, proposal strategy, contract writing, and closing profitable new opportunities. The position requires enough AV/live event production knowledge to confidently sell the right solution, understand client needs, communicate scope, protect margins, and move opportunities from first conversation to signed contract.

This role is primarily focused on new business development, but it should also support relationship-building, referrals, repeat opportunities, and clean handoff to the Account Manager after close.

Key responsibilities

• Generate net new business through prospecting, networking, referrals, outreach, and relationship development.
• Respond to warm inbound leads when assigned.
• Build relationships with corporate event clients, conferences, galas, fundraisers, nonprofit organizations, social event clients, concert contacts, venues, and referral partners.
• Lead discovery conversations to understand event goals, technical requirements, budget, venue considerations, timeline, and decision process.
• Scope AV opportunities involving audio, video, lighting, power, scenic, labor, outsourced vendors, and creative partners.
• Build or coordinate customized AV quotes in Lasso that align with client needs, event objectives, profitability targets, and margin expectations.
• Understand labor scheduling, time calculations, equipment selection, vendor pricing, install timing, production flow, and overall event profitability.
• Gather and manage bids from third-party vendors, freelancers, and creative partners when needed.
• Create or support simple 2D mockups and visual concepts using Canva or similar tools to help clients understand the proposed event experience.
• Present proposals clearly and professionally.
• Revise scope as needed and move opportunities through to signed contract.
• Write contracts, proposals, statements of work, or similar project agreements for new business.
• Own the sales process through contract signing, deposit collection, and payment follow-up, with admin support for final payment collection.
• Negotiate pricing, scope, and terms while protecting profitability.
• Maintain accurate sales data, pipeline activity, communication records, and forecasting in Lasso and related systems.
• Attend networking events, site walks, client meetings, and strategically selected events to build trust and support new business.
• Partner with marketing on sales collateral, campaigns, and lead-generation efforts.
• Facilitate clear and detailed handoff of closed business.
• Help improve the company's sales process, quoting standards, margin protection, and client experience.

Required qualifications

• Experience in AV account management, event production, technical client service, or live event production support
• Extensive working knowledge of AV equipment and live event production solutions
• Strong understanding of audio, video, lighting, power, scenic, labor, and venue-related production needs.
• Ability to understand and support scopes for simple and complex events.
• Strong understanding of labor calculations, install timing, production flow, and how to protect margins through accurate scope management.
• Experience supporting corporate events, conferences, galas, fundraisers, meetings, nonprofit events, social events, or concerts.
• Ability to communicate technical event requirements clearly to clients and internal production teams.
• Experience managing client relationships, follow-up, account communication, and post-sale support.
• Ability to identify upsell opportunities and support repeat business without being overly sales-heavy.
• Experience managing vendor, freelancer, or creative partner details is preferred.
• Ability to create simple 2D visual mockups using Canva or similar tools is a plus.
• Experience using CRM, quoting, or production management systems; Lasso experience is a plus.
• Strong communication, organization, follow-up, presentation, negotiation, and account management skills.
• Hybrid availability for office days, site walks, client meetings, and occasional strategic event attendance.
• Best-fit candidates have AV/live event production experience, understand how shows are installed and run, are detail-oriented, margin-aware, client-friendly, and comfortable working closely with production teams.
• Not a fit: candidates with only retail or generic software sales experience, candidates who mainly want to work shows instead of manage accounts, wedding-only or décor-only backgrounds without corporate/production experience, or candidates seeking fully remote work.

Benefits

• 10 days of PTO per calendar year.
• 8 paid holidays per year.
• 4 sick days per year.
• Mileage reimbursement for out-of-state events using your own vehicle at the IRS standard rate.
• 401(k) eligibility after 1 year, with company match up to 4% based on contribution scale.
• Company laptop provided.
• VOIP service provided.
• Confidentiality agreement and NSA/NDA require