National Account Executive (AV Events)

Position Overview

The National Account Executives primary responsibility is to consistently drive a book of more than their baseline targeted goal depending on the base salary by developing new client relationships and growing existing accounts. The National Account Executive contributes to his/her personal goals by cold outreach, and networking with clients, prospects, and industry groups.

Through discovery, you will qualify and prioritize opportunities by uncovering each contacts concept for a successful event(s). Prepare customized, detailed, and accurate proposals; and close a high percentage of proposed business. The focus of the National Account Executive is to drive new and repeat business by persuasively communicating offerings and unique value propositions to key decision-makers from within various sectors.

Key Responsibilities

• Conduct market research and analyze industry trends to identify potential sales opportunities.
• Research target accounts and develop prospecting campaigns.
• Grow portfolio annually to develop long-term repeatable revenue streams.
• Collaborate with internal teams to ensure consistent high levels of Client Satisfaction.
• Share feedback with internal teams and Sales Directors on a consistent and real-time basis.
• Partner with warehouse, operations, and accounting to ensure proper execution of internal processes for pre and post-show close.
  • Assist IPM team with revising orders in Lightning.
  • Ensure orders move smoothly through internal approval process.
  • Stay in constant communication with Sales Director throughout process.
  • Attend in-person client presentations as a technical expert if necessary.
  • Make any changes needed to order before, during or after show that affect the invoice.
  • Work with Accounting and Operations team post-show to ensure a timely and accurate invoice is produced to client
• Work closely with all internal departments and individuals to deliver the highest level of profitability on every event:
  • Create orders/quotes that meet each clients expectations and requirements while also driving profit margins at or above company expectations.
    • Revise orders/quotes based upon client changes/adds to maximize profitability and distribute new budget to the client and/or account executives for approval.
    • Work with department heads and operations team from initial assignment through event execution to identify additional savings opportunities that maintain the highest level of quality.
    • Review every order at least two weeks before the event to ensure it is complete and accurate while also maximizing the use of internal inventory and staff.
    • Exceed pre-show margin estimates for every event by working closely with the on-site operations team to deliver exceptional service and quality as cost effectively as possible.
    • Travels to be on-site from set-up through strike for all Convention Services events to ensure the highest client satisfaction through face-to-face contact.
    • Travels to be on-site for a pre-determined time period for key or unique Corporate Events to ensure the highest client satisfaction through face-to-face contact.
      • Act as primary point of contact for client when on-site.
        • Create adequate backup plans for client contact coverage for instances where it is not possible to be on-site.
        • Work closely with and communicate to Sales Management to ensure proper work-life balance around travel schedule.
        • Assist the Sales Director in securing new business relationships when assigned to a client before the relationship is confirmed (Not-typical and to be determined by Sales Management).
        • Help build/revise orders for proposals as necessary to ensure timely and accurate quotes are delivered to each client.
        • Interact with prospect to build relationship along-side the Sales Director to minimize transition needed once the business is confirmed.
        • Report must consist of both positive and negative results from show and contain feedback from client.
        • Review report with any appropriate parties (including client when appropriate).
• Emphasis on building relationships on a local and national level.
• Travel maybe required for client site visits. Travel is flexible!
• Other Duties as assigned by the Director of Sales.

Job Qualifications

• 3-8 years of direct sales experience in Audio Visual
• Demonstrated sales experience in meeting targeted goals by identifying leads, outreach, closing deals, and nurturing relationships.
• Strong understanding of the AV and staging industry with at least 3-8 years experience working directly with audiovisual equipment in general sessions and breakout rooms for events with at least 1,000 attendees in both the high-end corporate event and convention services segments. (preferred but not required)
• Proven and consistent success in directly developing positive client relationships and in achieving exceptional client satisfaction and loyalty.
• Ability to work as part of a team, understand clients perspective and demonstrate excellent organizational and multi-tasking skills.

Benefits

• Top salary ($90,000 - $120,000) and commission
• Medical, dental, and 401k retirement plan
• Opportunity for career advancement
• Collaborative team environment that values multiple perspectives and fresh thinking
• Casual dress code if based out of Tempe, AZ office.