Account Executive - Event Sales
Company Name:
VIAD
POSITIONS AVAILABLE IN ATLANTA, LAS VEGAS, DALLAS AND CHICAGO
The Account Executive - Event Sales is focused on new event business development and existing account retention and growth. Efforts include targeting the marketing/meeting organizations of potential clients while maintaining a business partnership with existing clients to develop integrated event marketing solutions in support of the client's goals and objectives. The Account Executive will identify, prospect, qualify and close business opportunities. You will also deliver business presentations, sales reporting and responses to RFI/RFP's. The Account Executive will maintain repeat business while continuing to develop new opportunities. You will work independently and with cross functional teams to meet your client's objectives while achieving individual and Company revenue and profitability goals.
The primary responsibilities of the Account Executive consist of, but are not limited to, the following:
Responsible for securing new sales and services tailored to the event industry
Identify and prospect for new business via networking and cold calling to develop targeted solicitation strategies for key global accounts.
Maintain accurate records of all sales and prospecting activities including sales calls, presentations, closed sales and follow-up activities with the (CRM) system and Dealmaker.
Negotiates, prices and prepares contracts to secure new business
Creates and conducts GES Capabilities presentations
Prepares RFP responses
Lead account team to strategically manage existing client event programs to ensure client retention and portfolio growth.
Proactively provides information to clients to assist in securing future business.
Attends industry events, meetings and local association meetings to provide maximum exposure for the Company and network/build relationships with targeted prospects.
Maintains current knowledge of the Tradeshow Industry and our competitors.
Work in partnership with all internal teams to close new business opportunities for the company.
Conduct meetings with clients to define client marketing goals and objectives.
Work with creative teams to develop solutions that meet client goals in keeping with client budget parameters.
Work with creative team, external suppliers and production/estimator to develop accurate cost estimates. Ensure appropriate approvals are obtained prior to submission to client.
Work with venue management, vendors and strategic partners to ensure compliance with rules/regulations, strategic focus and timeliness. Ensure project milestones are established and measurable.
Ensure effective client communications including documentation, project timelines, progress, and verbal discussions.
Monitor job costs throughout the project to ensure profitability and recommend corrective measures if needed.
Submit accurate and reliable annual sales/profit plans and monthly sales forecasts.
Maintain open and ongoing communication with current clients; ask for and encourage feedback frequently to ensure their needs/expectations are consistently met/exceeded.
Facilitate annual/bi-annual client reviews to ensure customer satisfaction.
Resolve billing disputes and assist with client collections as necessary.
Meet with clients on a regular basis and attend client events and shows to ensure client satisfaction.
Adheres to all company policies, procedures and business ethics codes (CORE Values)
Perform other related duties as required.
Bachelor's degree, preferably business/marketing/communications emphasis or equivalent industry experience
6
years prior sales experience in agency or event environment with an emphasis on new business development
3
years consultative account management experience preferably in events, tradeshow or advertising industry
Emphasis in new business development
Proven track record of success with cold calling, networking and relationship development, with focus on consultative selling
Experience selling at the C level
Proven ability to drive ROI focused marketing solutions
Proven ability for developing value-added marketing solutions for clients
Strategic, solution-based problem solving skills
Trade show/convention industry experience a plus
Experience in developing targeted solicitation plans to secure key accounts
Strong negotiation skills
Strong oral and written communication skills
Dynamic, consultative and influential sales communications style
Results oriented individual with proven sales success
Demonstrated proficiency in developing short-term and long term vision and strategy to achieve targeted sales objectives in a fast-paced environment
Strong presentation skills
Ability to negotiate sales contracts
Effective interpersonal skills. Ability to develop outstanding relationships with clients and internal team members at all levels of the company.
Proficient computer skills to include Microsoft Office Suite with emphasis on PPT and Excel
Experience with
Moderate travel required - up to 35%
Date: 2014-05-06
Country: US
State: GA
City: Lithia Springs
Postal Code: 30122-4142
Category: Exhibitions/EventsEstimated Salary: $20 to $28 per hour based on qualifications.
VIAD
POSITIONS AVAILABLE IN ATLANTA, LAS VEGAS, DALLAS AND CHICAGO
The Account Executive - Event Sales is focused on new event business development and existing account retention and growth. Efforts include targeting the marketing/meeting organizations of potential clients while maintaining a business partnership with existing clients to develop integrated event marketing solutions in support of the client's goals and objectives. The Account Executive will identify, prospect, qualify and close business opportunities. You will also deliver business presentations, sales reporting and responses to RFI/RFP's. The Account Executive will maintain repeat business while continuing to develop new opportunities. You will work independently and with cross functional teams to meet your client's objectives while achieving individual and Company revenue and profitability goals.
The primary responsibilities of the Account Executive consist of, but are not limited to, the following:
Responsible for securing new sales and services tailored to the event industry
Identify and prospect for new business via networking and cold calling to develop targeted solicitation strategies for key global accounts.
Maintain accurate records of all sales and prospecting activities including sales calls, presentations, closed sales and follow-up activities with the (CRM) system and Dealmaker.
Negotiates, prices and prepares contracts to secure new business
Creates and conducts GES Capabilities presentations
Prepares RFP responses
Lead account team to strategically manage existing client event programs to ensure client retention and portfolio growth.
Proactively provides information to clients to assist in securing future business.
Attends industry events, meetings and local association meetings to provide maximum exposure for the Company and network/build relationships with targeted prospects.
Maintains current knowledge of the Tradeshow Industry and our competitors.
Work in partnership with all internal teams to close new business opportunities for the company.
Conduct meetings with clients to define client marketing goals and objectives.
Work with creative teams to develop solutions that meet client goals in keeping with client budget parameters.
Work with creative team, external suppliers and production/estimator to develop accurate cost estimates. Ensure appropriate approvals are obtained prior to submission to client.
Work with venue management, vendors and strategic partners to ensure compliance with rules/regulations, strategic focus and timeliness. Ensure project milestones are established and measurable.
Ensure effective client communications including documentation, project timelines, progress, and verbal discussions.
Monitor job costs throughout the project to ensure profitability and recommend corrective measures if needed.
Submit accurate and reliable annual sales/profit plans and monthly sales forecasts.
Maintain open and ongoing communication with current clients; ask for and encourage feedback frequently to ensure their needs/expectations are consistently met/exceeded.
Facilitate annual/bi-annual client reviews to ensure customer satisfaction.
Resolve billing disputes and assist with client collections as necessary.
Meet with clients on a regular basis and attend client events and shows to ensure client satisfaction.
Adheres to all company policies, procedures and business ethics codes (CORE Values)
Perform other related duties as required.
Bachelor's degree, preferably business/marketing/communications emphasis or equivalent industry experience
6
years prior sales experience in agency or event environment with an emphasis on new business development
3
years consultative account management experience preferably in events, tradeshow or advertising industry
Emphasis in new business development
Proven track record of success with cold calling, networking and relationship development, with focus on consultative selling
Experience selling at the C level
Proven ability to drive ROI focused marketing solutions
Proven ability for developing value-added marketing solutions for clients
Strategic, solution-based problem solving skills
Trade show/convention industry experience a plus
Experience in developing targeted solicitation plans to secure key accounts
Strong negotiation skills
Strong oral and written communication skills
Dynamic, consultative and influential sales communications style
Results oriented individual with proven sales success
Demonstrated proficiency in developing short-term and long term vision and strategy to achieve targeted sales objectives in a fast-paced environment
Strong presentation skills
Ability to negotiate sales contracts
Effective interpersonal skills. Ability to develop outstanding relationships with clients and internal team members at all levels of the company.
Proficient computer skills to include Microsoft Office Suite with emphasis on PPT and Excel
Experience with
Moderate travel required - up to 35%
Date: 2014-05-06
Country: US
State: GA
City: Lithia Springs
Postal Code: 30122-4142
Category: Exhibitions/EventsEstimated Salary: $20 to $28 per hour based on qualifications.
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