Sales & Customer Engagement Manager HARGROVE

Position Overview

The Sales & Customer Engagement Manager is responsible for identifying sourcing and securing business across the full end-to-end range of products and services Encore as an organization can deliver with direct focus on Virtual and Hybrid event opportunities. This position may be focused on one specific sector or region. The Customer Engagement Manager will be expected to take clients through the entire sales process from outreach consulting RFP process to close. The Customer Engagement Manager will report to the GSO Sales Leader.

Key Job Responsibilities

Business Development

Proactively pursue net new business opportunities and follow up on assigned event leads from marketing campaigns new solution offerings and industry relations efforts.

Build strategies and customer pursuit plans that include contacting prospective clients to conduct an end-to-end event solution.

Manage demonstrations to introduce Encore Encores approach and solutions as relevant to each contact.

Develop relationships with multiple stakeholders in designated key accounts to include meeting planners business unit directors and sourcing teams to target virtual and hybrid events using personal networks contacts from industry relations activities and unassigned contacts.

Understand customers needs and goals to create an event experience that best aligns Encore resources and solutions while driving customer awareness and adoption.

Identify and develop additional event leads via targeted prospecting.

Manage quotes proposals pitches and RFPs through the sales process and in partnership with other departments from lead to WIN.

Advocate for Encore solutions in the industry through speaking networking or attending events as needed.

Actively network and generate new contacts making valuable introductions to Encore while also working the existing database to ensure customers are shown the maximum partnership value.

Event/Account Management

Oversee the sales process for identified opportunities and key account assignments.

Act as the liaison between customer and the production teams to ensure conversion and overall customer satisfaction.

Ensure compliance and consistent execution of any customer agreements across Encores executing divisions.

Maintain timely and consistent customer scope and reporting via Compass and Navigator through the transition to the assigned execution team for the delivery while you maintain the internal/external communication of key requirements.

Revenue Management

Meet and exceed monthly and quarterly revenue quotas.

Actively manage virtual & hybrid event pipeline while evaluating opportunities to engage in other areas of Encore business including core audio visual services power rigging HSIA creative services and all offerings Encore provides to clients.

Sales Operational and Technical Support

Effectively communicate the customers needs internally across multiple departments.

Liaise with internal resources to convey technical requirements budget expectations and timelines.

Work closely with Encore internal contacts to realize account objectives and act on resolving customer experience and internal issues.

Consistently monitor and update demos based on platform development and updates.

Monitor and maintain accurate and timely Compass (CRM) Account and Contact data entry billing records show evaluations customer surveys and any other information on assigned accounts requested by management in accordance with policies and procedures.

Maintain latest solutions knowledge through regular training and development opportunities via EncoreU or other training opportunities as they are presented.

Job Qualifications

Bachelors Degree or equivalent

3 Years experience in Sales

Seasoned Sales Professional with a go get/hunter sales mindset

Ability to generate leads through lead follow up lead generation through calling sales blitz programs research and networking.

Experience in shifting focus to virtual and hybrid experiences and the vision to adapt as needed with changes in the business

Existing non-preferred/strategic account relationships preferred

Experience in building relationships and rapport with customers understanding how to work with accounts until a need is uncovered

Experience working within a team environment to over-deliver on desired results

Experience providing a high-level of customer service and having a yes approach to finding solutions

Experience in creating and delivering compelling high-level presentations to a variety of key stakeholders

Excellent computer skills including all Microsoft Office applications

Experience with the use of customer relationship database

Strong written and oral communication skills needed to draft sales presentations and effectively solicit business via phone and face to face customer contact as well as through tradeshow and industry events

Excellent organizational skills and the ability to manage multiple projects/activities at the same time

In depth understanding of the meetings and event technology industries

Desire and ability to travel within the United States or abroad

Competencies

This section consists of the Competency Group Number that is assigned to the job. Each job at Encore is tied to one of six competency groups. The Competency Group will be determined based on the roles and responsibilities that are required for that job title.

Competency Group 2

Deliver World Class Service

Hospitality

Ownership

Do The Right Thing

Demonstrates Self-Awareness

Drive Results

Ensures Accountability

See The Big Picture

Decision Quality

Manages Complexity

Value People

Collaborates

For more information on our Competency Group refer to the Competency Based Talent Management page on Encore Connect by searching for the title or copy & pasting this URL Link: ( Environment

Office or Remote Office Location

Work is performed primarily in an office environment even if the salesperson is identified as remote. Salespeople who work remote need to have a designated office environment free of distractions and noise to immolate the proper work 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.

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Required Experience:

Manager