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About the Role

The Account Director is responsible for strategic sales growth, identifying, developing, and securing large, technically complex, and/or strategic event business opportunities. This role involves hands-on client relationship management, utilizing technical, creative, and operational support to sell Encore’s services, manage budget expectations, ensure profitability, and exceed customer expectations for seamless execution and client satisfaction. The position also drives performance through internal and external development and reports to the Senior Director, Strategic Growth- EMEA.

Responsibilities

Identify and develop account plans designed to increase revenue while managing compliance, profitability, and revenue channel development.
Qualify and quantify the customers' holistic needs in AV, Event Technology, Production, Content, and all technical event needs.
Create and execute plans to further penetrate the account, including securing appointments and executing sales calls, customer business reviews, and action plans.
Ensure each account moves from vendor status to trusted advisor by establishing and delivering on the Core Value Proposition.
Identify trends in spend and develop strategy to penetrate those markets further.
Serve as the primary point of contact for assigned clients throughout the project lifecycle.
Understand client goals, brand standards, and event objectives to translate them into effective production solutions.
Work closely with internal production teams to scope projects, prepare budgets, and ensure accurate, timely delivery of proposals and estimates.
Oversee project timelines, deliverables, and communication to ensure client satisfaction and successful event execution.
Conduct post-event evaluations and maintain long-term client relationships to encourage repeat business.
Identify, research, and pursue new business opportunities within target markets, including corporate, experiential, nonprofit, entertainment, and agency sectors.
Develop and execute strategic sales plans to meet and exceed revenue goals.
Build and maintain a robust pipeline of prospects, using CRM tools to track progress.
Conduct presentations, pitches, and proposals tailored to prospective clients’ needs.
Collaborate with leadership to refine service offerings, pricing, and go-to-market strategies based on market insights.
Develop deep knowledge of customer procurement strategies, structure, businesses, and synergies.
Identify and build strong relationships with individuals responsible for planning or producing large/complex/strategic events within customer’s organization.
Aggregate client account-based growth data and evaluate areas of opportunity.
Anticipate client needs and proactively develop a tailored approach for each client.
Model account-based trends on a monthly, quarterly, and annual basis, and compare data with previous years' results and forecast future account-based growth rates.
Drive results through customized solutions.
Serve as a subject matter expert for all of Encore’s owned subsidiary companies with the ability to sell full solutions to the customer’s holistic production needs.
Generate leads and mine opportunities within existing accounts to drive incremental revenue.
Understand industry trends that impact customer buying behaviors and offer innovative solutions.
Engagement in relevant industry organizations.
Partner with creative, technical, and production teams to develop innovative event concepts and solutions.
Contribute to marketing initiatives, industry networking, and brand visibility efforts.
Support contract execution, financial tracking, and reporting as needed.
Meet and exceed quarterly and annual quotas.
Actively manage account pipeline throughout the entire organization for all Encore services including core audio visual services, power, rigging, HSIA, digital services and all offerings Encore provide to clients.
Establish and maintain event profitability models throughout the Sale Process.
Communicate the production and technical needs of programs effectively to clients and internal partners.
Ensure Encore Production Standards are adhered to throughout the Sales Process.
Review proposals to ensure competitive advantage, customer alignment, and compliance with MSA agreements and Encore Policy.
Utilize software tools including diagrams, proposals, renderings, CAD drawings and related technical material to sell programs to clients while managing budget and exceeding customer expectations.
Understand Encore’s family of brands, product offerings, and servicing divisions and communicate the customer’s needs cross functionally.
Work closely with Encore internal contacts to realize account objectives and act on resolving customer experience and internal issues.

Requirements

Proven ability to develop business opportunities.
Ability to manage budget expectations, event profitability, and exceed customer expectations.
Ability to drive performance through internal and external development.

Skills

Sales growth
Client relationship management
Technical sales
Creative services
Operational support
Budget management
Event profitability
Customer satisfaction
Account planning
Revenue generation
Compliance management
AV
Event Technology
Production
Content
Technical event needs
Sales calls
Customer business reviews
Core Value Proposition
Market penetration
Project lifecycle management
Production solutions
Proposal development
Estimate preparation
Project timeline management
Deliverable management
Client communication
Post-event evaluation
Client retention
New business development
Strategic sales planning
Revenue goal achievement
Pipeline management
CRM tools
Presentation skills
Pitching
Proposal writing
Service offering refinement
Pricing strategy
Go-to-market strategy
Customer procurement strategy analysis
Relationship building
Account-based growth data analysis
Proactive client need anticipation
Account-based trend modeling
Customized solution development
Subject matter expertise
Cross-functional communication
Industry trend analysis
Innovative solution offering
Industry organization engagement
Creative collaboration
Technical collaboration
Production collaboration
Event concept development
Marketing initiative contribution
Industry networking
Brand visibility
Contract execution support
Financial tracking
Reporting
Quota achievement
Pipeline management
Audio visual services
Power
Rigging
HSIA
Digital services
Event profitability modeling
Production needs communication
Technical needs communication
Encore Production Standards adherence
Proposal review
Competitive advantage analysis
Customer alignment
MSA agreement compliance
Encore Policy compliance
Diagramming software
Proposal software
Rendering software
CAD drawing software
Brand knowledge
Product offering knowledge
Servicing division knowledge

Benefits

Private Healthcare on the successful completion of 12 months continuous service.
Employee supported volunteering
Enhanced family leave provisions
Perkbox and Employee assistance Programme
Company sick pay
Employee recognition scheme
Generous employee referral scheme
Clearly defined Career path (and all the important support along the way)
Access to state-of-the-art technology
Global presence and opportunities worldwide
Long Service Programme