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Senior National Account Executive

2 months ago

Tempe, Arizona, United States AV Concepts Full time
Job Title: Senior National Account Executive

AV Concepts is seeking a highly motivated and experienced Senior National Account Executive to join our team. As a key member of our sales team, you will be responsible for driving new and repeat business by developing and maintaining strong relationships with our national clients.

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.
  • 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 client's 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:
    • 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 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.
    • 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 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