National Account Executive

5 days ago

Tempe, Arizona, United States AV Concepts Full time
Job Summary

The National Account Executive is a key member of the AV Concepts sales team, responsible for driving new and repeat business by developing and maintaining strong relationships with clients and prospects. This role requires a strong understanding of the audio visual and staging industry, as well as excellent sales and communication skills.

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 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 may be required for client site visits.
    • 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 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.

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