Account Executive

Responsibilities

• Identify and develop sales opportunities for events and entertainment projects such as: corporate events (trade shows, exhibits, permanent installations), music (concert tours, residencies and one-offs) sporting events, political events and live television & film.
• Foster strong relationships with clients and prospective future clients across the entertainment industry.
• Identify and explore all future revenue possibilities with client.
• Formulate and implement action plans to capitalize on leads and sales opportunities.
• Prepare responses to requests for proposals in collaboration with Technical Product Managers and Project Management.
• Lead and/or participate in client presentations.
• Plan and estimate event costs and margins according to Company guidelines and in consultation with Company management.
• Negotiate favorable contract terms and pricing/margins with clients.
• Create and manage change orders.
• Demonstrate innovative production solutions and provide resources in the best application of products or services to achieve client’s vision.
• Cookordinate company technical and service resources to accommodate client needs.
• Enter and maintain accurate and up to date data about customers, leads, and events in Salesforce and TEAM.
• Analyze records of present and past sales, trends and costs, estimated and realized revenue and contractual obligations in order to support budget development and revenue/cost forecasting.
• Assist Project Manager in preparing and defining scope of work with client; to include budget, project schedule, workflow, internal resource requirements, concept designs and layouts.
• Throughout project lifecycle, provide internal and external support and customer service to ensure a successful execution of project deliverables.
• Participate in end of month financial reconciliation and final project reconciliation with Finance.
• Participate in collection efforts for unpaid invoices.
• May participate in continuous improvement projects and implementation of updated processes and procedures.

Requirements

• Superb interpersonal skills, including the ability to quickly build rapport with potential customers and key stakeholders/decision makers.
• Excellent communication skills, including presentation skills and written and verbal communication.
• Advanced understanding of the sales process.
• Strong networking skills.
• Excellent negotiation and persuasion skills.
• Demonstrated organizational and time management skills, ability to prioritize multiple projects under tight deadlines.
• Working knowledge of equipment and technology within own product discipline(s) (e.g. audio, lighting, video, rigging, scenery, scenic automation, engineering, labor).
• Advanced knowledge of Microsoft Office Suite, Salesforce, and asset management system.

Skills

• Knowledge of equipment and technology within own product discipline(s) (e.g. audio, lighting, video, rigging, scenery, scenic automation, engineering, labor).
• Advanced understanding of the sales process.
• Strong networking skills.
• Excellent negotiation and persuasion skills.
• Demonstrated organizational and time management skills, ability to prioritize multiple projects under tight deadlines.
• Working knowledge of equipment and technology within own product discipline(s) (e.g. audio, lighting, video, rigging, scenery, scenic automation, engineering, labor).
• Advanced knowledge of Microsoft Office Suite, Salesforce, and asset management system.