Sales & Customer Engagement Manager - HARGROVE

Sales & Customer Engagement Manager

The Sales & Customer Engagement Manager is responsible for identifying, sourcing, and securing business across the full end-to-end range of products and services Encore as an organization can deliver with direct focus on Virtual and Hybrid event opportunities. This position may be focused on one specific sector or region. The Customer Engagement Manager will be expected to take clients through the entire sales process, from outreach, consulting, RFP process to close. The Customer Engagement Manager will report to the GSO Sales Leader.

Key Job Responsibilities :

• Business Development
• Proactively pursue net new business opportunities and follow up on assigned event leads from marketing campaigns, new solution offerings and industry relations efforts.
• Build strategies and customer pursuit plans that include contacting prospective clients to conduct an end-to-end event solution.
• Manage demonstrations to introduce Encore, Encore's approach, and solutions as relevant to each contact.
• Develop relationships with multiple stakeholders in designated key accounts to include meeting planners, business unit directors, and sourcing teams to target virtual and hybrid events using personal networks, contacts from industry relations activities, and unassigned contacts.
• Understand customer's needs and goals to create an event experience that best aligns Encore resources and solutions, while driving customer awareness and adoption.
• Identify and develop additional event leads via targeted prospecting.
• Manage quotes, proposals, pitches, and RFPs through the sales process and in partnership with other departments, from lead to WIN.
• Advocate for Encore solutions in the industry, through speaking, networking, or attending events as needed.
• Actively network and generate new contacts, making valuable introductions to Encore while also working the existing database to ensure customers are shown the maximum partnership value.
• Event / Account Management
• Oversee the sales process for identified opportunities and key account assignments.
• Act as the liaison between customer and the production teams to ensure conversion and overall customer satisfaction.
• Ensure compliance and consistent execution of any customer agreements across Encore's executing divisions.
• Maintain timely and consistent customer scope and reporting via Compass and Navigator, through the transition to the assigned execution team for the delivery, while you maintain the internal / external communication of key requirements.
• Revenue Management
• Meet and exceed monthly and quarterly revenue quotas.
• Actively manage virtual & hybrid event pipeline while evaluating opportunities to engage in other areas of Encore business including core audio visual services, power, rigging, HSIA, creative services, and all offerings Encore provides to clients.
• Sales, Operational and Technical Support
• Effectively communicate the customer's needs internally across multiple departments.
• Liaise with internal resources to convey technical requirements, budget expectations, and timelines.
• Work closely with Encore internal contacts to realize account objectives and act on resolving customer experience and internal issues.
• Consistently monitor and update demos based on platform development and updates.
• Monitor and maintain accurate and timely Compass (CRM) Account and Contact data entry, billing records, show evaluations, customer surveys and any other information on assigned accounts requested by management in accordance with policies and procedures.
• Maintain latest solutions knowledge through regular training and development opportunities via EncoreU or other training opportunities as they are presented.

Job Qualifications :

Competencies :

Work Environment :

Office or Remote Office Location Work is performed primarily in an office environment even if the salesperson is identified as remote. Salespeople who work "remote" need to have a designated office environment free of distractions and noise to immolate the proper work environment. Working times may include irregular hours and on-call status including days, evenings, weekends, and holidays. Team members must adhere to appearance guidelines as defined by Encore based in an office environment and when traveling, on an individual venue or a representation of venues in that city or area. The above information on this description is not necessarily an exhaustive list of all responsibilities, duties, skills, efforts, requirements or working conditions associated with the job. While this is intended to be an accurate reflection of the current job, management reserves the right to revise the job or to require that other or different tasks be performed as assigned.

Salary Pay Range : $98,763.00 - $120,984.00 The compensation offered for this role is determined based on the qualifications outlined in the job posting for the specified location. Final compensation is based on a number of factors including location, travel, relevant work experience, or particular skills and expertise. In addition, some positions may be eligible for other compensation such as potential overtime, bonuses or incentives. Encore is committed to providing the best benefits options for our employees and families.