Position Overview
The Regional Account Manager (RAM) is responsible to grow and manage a portfolio of new and existing customers within their assigned region. Ensuring retention of current business and support the growth and the success of the organization. This position will oversee and conduct customer relationship management, solutions selling on qualified venue leads, developing and presenting proposals, and ensuring the successful delivery of Encore’s services. The RAM performs a lead role in customer interactions prior to sale with support from the Branch, and onsite team or assigned Lead Technician and/or PM. Following the sale, the RAM performs as a lead role in customer interactions and future opportunities. This position reports to the Regional Sales Director, Venues.
Key Job Responsibilities
Revenue Generation
- Drive Results by soliciting and securing business through a proactive, consultative sales approach, utilizing ENCORE’s sales process and methodology.
- Effectively prepare and present quotes and proposals in a timely manner to customers
- Effectively collaborate with vendors and other departments/divisions of the company to capture strategic revenue and service events.
- Attend site visits, pre-conference planning meetings, and appropriate meetings as necessary to support the customer event experience.
- Understand event cost structure and incorporates this into solution designs according to established profitability guidelines.
Business Development
- Know the assigned market well to find, qualify, and convert prospects into confirmed business.
- Develop our suite of strategic solutions to drive business growth.
- Actively build and maintain a pipeline of ongoing opportunities & leads.
- Mine existing customers for other growth opportunities.
- Explore partnership opportunities with a variety of event industry suppliers and groups.
- Plan, document, and execute a minimum of 6 weekly unsolicited outreaches to clients in Compass
- 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 Compass).
- Partner with regional clients to have an absolute understanding of their event goals.
- Engage team members across sales, marketing, project management, production, and leadership to incorporate and draw from their expertise.
- Impact the client event with Option Based solutions
- Establish solid relationships and trust with new and existing clientele with your assigned region
Account Planning
- Operate as a key point of contact for any matters specific to your customers (in conjunction with Project Manager as required).
- Build & foster outstanding customer loyalty by finding opportunities to surpass client’s expectations.
- Enhance customer ties by defining opportunities and introducing additional products and services.
- Document/build account plans:
o Understand customers’ overall AV requirements.
o Determine whether any Strategic solutions can be leveraged to drive incremental revenue growth
o Customer’s business strategies, priorities, and goals.
- Resolve customer issues and ensure their high levels of satisfaction through prompt responsiveness and focus on detail and SMART turnaround plans.
Project Oversight
- Engage with production/branch/venue operations for technical assistance, design, and tailored customer solutions.
- Provide routine quality control, demand planning, and oversight of the event as required, ensuring customers’ expectations for budget management, creative services, strategic 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 Compass, listing sales activities, and approximate timing for proposal submittals.
- Establish and maintain close relationships with Encore onsite and branch team members, as well as with external partners and DMOs.
- Attend all designated individual and team calls
Job Qualifications
- Technical College or University Degree preferred
- 5+ years of 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
- Estimated travel between 10% - 50%
Competency Group
Deliver World Class Service
Do The Right Thing
- Demonstrates Self-Awareness
Drive Results
See The Big Picture
- Decision Quality
- Manages Complexity
Value People
Work Environment
Office
Work is performed primarily in an office environment. Working times may 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 in an office environment and when traveling, on an individual venue or a representation of venues 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.
