Regional Account Manager Alberta

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 Encores 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 ENCOREs 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 clients 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 Customers 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 drivers license and access to a private vehicle

Estimated travel between 10% - 50%

Competency Group

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

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.

Required Experience:

Manager