Sr Client Relationship Director

The Freeman Company is a global leader in events, on a mission to redefine live for a new era. With a data-driven approach and the industry’s largest network of experts, The Freeman Company's insights shape exhibitions, exhibits, and events that drive audiences to action. The integrated full-service solutions leverage a 99-year legacy in event management as well as new technologies to deliver moments that matter.

About the role

The Senior Client Relationship Director develops relationships and solicits business with new and existing accounts. Oversees execution of Audio Visual projects, coordinating team efforts to achieve client vision. Responsible for processing orders, complete billing, and solicit new & repeat business while providing excellent customer service to all clients, both internal & external. Assists in resigning existing business. Focuses on monitoring, growing, and up-selling existing/new business. Serves as the primary relationship lead on large, highly complex, multi-line accounts with unstructured account structures, exercising broader decision-making authority over account strategy, budget, and cross-functional execution. This position supports the AV Sales group under the Growth (Sales) team and is eligible for a hybrid schedule, generally requiring work in-office and/or show-site 2-3 days per week.

Responsibilities

• Volume - $3 million to $6.5 million or more (full account ownership).
• Budget Management - $850K to $1 million.
• Serve as the primary account lead on accounts valued at $750K to $1 million or more, providing support across multi-line/multi-service accounts.
• Own and manage highly complex, multi-line accounts with unstructured account requirements, exercising broader decision-making authority over account strategy and direction.
• Actively involved in selling to existing and new customers, while maintaining and growing client relationships.
• Sell all Freeman Audio Visual solutions to a broad range of clients.
• Ascertain requirements, develop and present proposals to potential clients.
• Quote prices and credit terms in compliance with Freeman policies and procedures.
• Prepare presentation collateral materials and make stand-up presentations where appropriate, along with necessary follow-up activities to complete the sale.
• Stay current with industry technology standards and company product knowledge and expertise. Attend industry events to earn business.
• Record activities in company-provided CRM system (SalesForce).
• Collect payment information from customers and perform proper approval verification.
• Receive and process orders taken in company inventory/invoicing data systems.
• Advanced customer service, communication, interpersonal, and sales skills, including outbound sales calls, prospecting customers through cold calls and referrals, lead follow-up, and sales qualification to ascertain affiliate requirements.
• Up-sell current customers to enhance the customer experience and overall product offering. Re-sign existing business.
• Obtain future show/event schedule information from clients and solicit appropriate future business with the goal of securing long-term agreements.
• Respond to customer complaints and handle the payment collection process as required. Manage problems quickly, efficiently, and effectively to meet customer needs.
• Submit itemized expense reports for approval per company policies.
• Entertain clients and prospects as necessary.
• Produce and review orders with project managers and branch personnel.
• Supervise jobs in progress as required. Conduct site inspections as necessary or requested, be on-site for events as needed to ensure the highest level of customer satisfaction.
• Conduct follow-up calls to customers to ensure service excellence.
• Cross-sell all Freeman services.
• Perform other duties as assigned.

Requirements

• Bachelor’s degree in a related field of study and/or equivalent work experience.
• 8-10+ years of experience managing and coordinating AV projects, supporting sales initiatives, and executing on-site events.
• Excellent customer service skills.
• Software/Systems experience in Salesforce, Workfront a plus.
• Working knowledge of Microsoft Office Suite and Internet applications.
• Strong drive for personal growth and commitment to succeed.
• Demonstrated proficiency in accuracy and ability to prioritize.
• Ability to effectively present information and respond to questions from clients, customers, and the general public.
• Ability to calculate figures and amounts, such as discounts, interest, commissions, proportions, percentages, etc.
• Excellent verbal communication skills.
• Travel 25% to 50%.

Benefits

• Medical, Dental, Vision Insurance
• Tuition Reimbursement
• Paid Parental Leave
• Life, Accident, and Disability Insurance
• Retirement with Company Match
• Paid Time Off

Pay

Salary range of $130,000-$160,000 annually, based upon experience. Eligible for an annual bonus of up to 20% of the base salary.

Schedule

Hybrid schedule, generally requiring work in-office and/or show-site 2-3 days per week.