This position is responsible for developing major national association clients. The Sales Manager will be the primarily responsible for aggressively pursuing new year-over-year business in assigned territory or vertical. The successful candidate will use a proactive, global and multi-brand sales approach with their customers to increase the overall new business sales productivity. The focus of this position will be the continued “hunt” for new business.
Key Job Responsibilities (Weight %)
Account Management (25%)
Manage and proactively execute the company’s consultative sales process through ongoing client contact. Achieve year-over-year market sales goals and quotas and contribute to sales growth while maintaining account profitability. Proactively pursue and follow up on assigned leads from the CAPTURE sales process.
Prospecting and Qualifying New Accounts (25%)
Identify new target accounts through various resources, e.g. PCMA, MPI, and ASAE memberships, TradeshowWeek Data Base, industry publications, Internet searches, newspapers, convention bureaus, SAMA, and other industry functions. Participate in targeted marketing & sales campaigns using professional sales presentations, face-to-face sales calls, and major marketing initiatives.
Continuing Technical Education and Industry knowledge (25%)
Cultivate national industry relationships; maintain memberships with key industry organizations and associations as assigned by the Director of Sales.
Customer Interface/Liaison (15%)
Act as interim point of contact for assigned accounts. Work with the appropriate operations' teams to secure the client long term, and gradually move the customer interface completely over to the assigned team members. Responsibilities will include, but are not limited to signing and re-signing the account, technical consultation, customer presentations, quotes, site inspections, customer feedback forms and event follow-up.
Internal Communications (5%)
Consistently and accurately communicate customer needs to selected operational team through timely e-mails, phone calls, faxes and any other established means. Identify any challenges during these communications and resolve them quickly by involving the lead team member from the beginning.
Information Management, Reporting and Company Support (5%)
Update and maintain accurate and timely salesforce.com activity data entry, billing records, show evaluations forms, monthly job logs and any other information on assigned accounts.
- Minimum 3-5 years of Audio Visual sales and/or Sales Management industry experience
- Bachelor’s degree desirable.
- Demonstrated excellent customer service skills
- Demonstrated excellent phone sales skill
- Experience in networking targeted customers at industry events
- Excellent computer skills including all Microsoft Office applications
- Experience with the use of customer relationship database
- Experience with making effective presentations using PowerPoint and/or other forms of media
- Strong written and oral communication skills
- Excellent organizational skills and the ability to manage multiple projects