Strategic Partner Sales Director

15 hours ago

Las Vegas NV United States Encore Full time

Position Overview

The Strategic Partner Sales Director is responsible for driving new revenue growth and customer opportunities by partnering with Encore Chain Partners in a new way, focusing on their top customers and assigned accounts. This role will develop proactive relationships with multiple key contacts across the hotel partner senior sales team, driving awareness and adoption of Encore products and services to the end customer by articulating the value of a combined service offering they may not be currently aware is available to them through deeper collaboration with Encore.

By establishing trust with the hotel partner sales team, the successful Strategic Partner Sales Director will earn direct engagement and interaction with large opportunity end-user event customers to sell Encore and create multi-year relationships. Typically, the focus would be on senior customer titles and budget owners, and this role would focus on the highest level of customer satisfaction as the relationship develops and the opportunity to do business becomes apparent. This role will report to the Group Director, Global Sales who will assist in guiding the sales strategies according to each partner brand with the support of our VPs of Strategic Accounts.

Key Job Responsibilities

  1. Strategic consultative selling into multiple industries, often pre-RFP or at the point the end customer is securing a longer-term contract with the hotel partner brand for a series or single event.
  2. Build and maintain close relationships with prospects and clients to expand the revenue/business opportunity.
  3. Develop strategies and customer pursuit plans that include contacting prospective clients to conduct an end-to-end event solution.
  4. Drive dedicated alignment with chain partner global sales organizations to create a combined proactive approach to winning business for both Chain and Encore.
  5. Ownership of assigned business portfolio, proactively pursuing and following up on assigned account or event specific leads.
  6. Develop relationships with multiple key stakeholders including SVPs and Corporate Directors of Events and C-Level executives.
  7. Understand chain partner and customer needs to create an account strategy that aligns Encore resources and solutions.
  8. Secure customer-facing appointments and conduct sales calls to identify and secure both short- and long-term revenue opportunities.
  9. Coordinate and lead customer consultations and presentations using Encore resources as needed.
  10. Own sales activations at Encore and Chain events, developing pre- and post-marketing campaigns.
  11. Maintain active membership in key industry organizations (MPI/PCMA/CEMA).

Account Management

  1. Partner with sales leadership on strategically mapping out the assigned sector/sub sector.
  2. Oversee execution of strategies to drive YOY revenue growth for chain and customers.
  3. Participate in semi-annual business reviews with key chain stakeholders.
  4. Function as liaison between VPs, Strategic Accounts, Global Sales Organization, and Chain Partners.
  5. Prepare quarterly review and measurement for Group Director on account portfolio progress.
  6. Engage customers at key live events with Chain partners, understanding industry trends and building a network.
  7. Successfully transition events and accounts seamlessly as ownership is identified and assigned.

Internal Communications

  1. Ensure compliance and consistent execution of any Chain or customer agreements.
  2. Bring market insights to influence development roadmap.
  3. Consult with internal resources to convey event requirements and timelines.
  4. Maintain timely and consistent reporting of key requirements.
  5. Monitor and maintain accurate and timely CRM Account and Contact data entry.

Revenue Management

  1. Meet and exceed quarterly and annual portfolio value as defined for each venue partner.
  2. Actively manage account pipeline for all Encore services.
  3. Identify and develop account plans designed to increase revenue while managing compliance and profitability.

Job Qualifications

  1. Bachelor’s degree or equivalent.
  2. 8+ years proven success in a sales-focused account management environment.
  3. Experience of selling over the phone and face-to-face.
  4. Strong commercial acumen with a hunger for deal making.
  5. Natural communicator, and a born networker.
  6. Experienced in the disciplined use of CRM software.
  7. Exceptional customer service standards.
  8. Self-starter and self-motivated, but able to collaborate with colleagues.
  9. Some travel required when face-to-face meetings resume.

Competencies

  1. Deliver World Class Service
  2. Do The Right Thing
  3. Drive Results
  4. See The Big Picture
  5. Value People

Work Environment

Office work environment with irregular hours, including days, evenings, weekends, and holidays. Team members must adhere to appearance guidelines defined by Encore.

The above information is not exhaustive and management reserves the right to revise the job or require other tasks be performed as assigned.

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