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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 from designated accounts, inbound leads, and through individual sales efforts. This role involves hands-on client relationship management, utilizing technical, creative, and operational support to sell Encore’s services while managing budgets, profitability, and exceeding customer expectations for seamless execution and client satisfaction. The position also drives performance through internal and external development.

Responsibilities

Identify and develop account plans to increase revenue while managing compliance, profitability, and revenue channel development.
Qualify and quantify customer needs in AV, Event Technology, Production, Content, and technical event requirements.
Create and execute plans to penetrate accounts further, including securing appointments and executing sales calls, business reviews, and action plans for revenue opportunities.
Establish and deliver on the Core Value Proposition to transition accounts from vendor status to trusted advisor.
Identify trends in spend and develop strategies to penetrate those markets.
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.
Conduct presentations, pitches, and proposals tailored to prospective clients’ needs.
Collaborate with leadership to refine service offerings, pricing, and go-to-market strategies.
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.
Aggregate client account-based growth data and evaluate areas of opportunity.
Anticipate client needs and proactively develop tailored approaches.
Model account-based trends monthly, quarterly, and annually, comparing data with previous years and forecasting future growth rates.
Drive results through customized solutions.
Serve as a subject matter expert for Encore’s subsidiary companies, selling full solutions for holistic production needs.
Generate leads and mine opportunities within existing accounts to drive incremental revenue.
Understand industry trends impacting customer buying behaviors and offer innovative solutions.
Engage 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.
Meet and exceed quarterly and annual quotas.
Actively manage account pipeline for all Encore services, including core audio visual, power, rigging, HSIA, digital services, and other offerings.
Establish and maintain event profitability models throughout the sales process.
Communicate production and technical needs effectively to clients and internal partners.
Ensure Encore Production Standards are adhered to throughout the sales process.
Review proposals for 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 while managing budgets and exceeding customer expectations.
Understand Encore’s family of brands, product offerings, and servicing divisions, and communicate customer needs cross-functionally.
Work closely with Encore internal contacts to realize account objectives and resolve 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 ensure seamless execution and client satisfaction.
Ability to drive performance through internal and external development.

Skills

Sales Growth
Client Relationship Management
Technical Sales
Creative Services
Operational Support
Budget Management
Profitability Management
Customer Satisfaction
Account Planning
AV
Event Technology
Production
Content
Sales Strategy
Business Development
CRM Tools
Presentations
Pitches
Proposals
Market Insights
Procurement Strategies
Industry Trends
Cross-functional Communication
Project Management
Financial Tracking
Reporting
Revenue Management
Pipeline Management
Software Utilization (diagrams, proposals, renderings, CAD drawings)

Experience Level

Dependant on experience

Salary/Compensations

up to £75,000

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 support
Access to state-of-the-art technology
Global presence and opportunities worldwide
Long Service Programme
up to 30% incentive