Key Job Responsibilities
Revenue Generation
- Drive Results by establishing sales objectives through forecasting and developing quotas for all team members.
- Maximise revenue opportunity for assigned customers by creating effective strategies for per-event revenue growth, including upsell and cross-sell opportunities.
- Assist with creating high-end, large event, advanced technology solutions for Encore's existing and potential customers.
- Assist with preparing and delivering compelling presentations that convey the value of Encore and effectively solve customer challenges.
- Attend site visits, pre-conference planning meetings, and appropriate venue meetings as necessary to support the customer event experience.
- Effectively collaborate with vendors and other departments/divisions of the company to capture and service events.
- Understand event cost structure and incorporate into solution designs according to established profitability guidelines.
Relationship Management
- Deliver World-Class Service by cultivating and maintaining relationships with customers, venue personnel and various Encore supporting functions and departments.
- Thoroughly research and understand customer history and previous experiences, in order to create more personalised customer experiences.
- Value People by attending customer meetings, understanding their goals and responding to their questions, concerns, and challenges.
- Actively refer and guide customers through the Encore network, leveraging your contact to secure additional opportunities with existing customers.
Sales Accountability
- Hold sales team accountable to maintaining a healthy pipeline at all times that ensures achievement of established revenue targets.
- Ensure all known opportunities are in CRM and completely accurate and updated at all times.
- See the Big Picture by leading the sales forecasting efforts at home location(s), ensuring they are accurate and submitted timely.
- Learn, adopt and train team on all SOPs related to the role and any new initiatives/programmes that are implemented; ensure full team compliance with established SOPs.
- Maintain knowledge of new product/service offerings and emerging technology supporting meetings and events; ensure team members are appropriately trained and competent/confident on available solutions.
- Create and present information and reports, as needed, to senior management related to performance, pipeline, forecasting, etc.
People Development
- Effectively manage the performance of the sales team, and direct work and tasks towards achieving the organisation's goals and objectives.
- Value People by promoting a culture of high performance, accountability and continuous improvement that values learning and a commitment to quality.
- Motivate and energise team members to make proactive decisions in all communications with customers.
- Address employee concerns or conflict, maintain adequate staffing levels, and facilitate team development and sales mentorship.
- Serve as the resident expert on the team, providing guidance and support to other team members for large events.
- Ensure the team receives and participates in all relevant sales training and participates in any regional or national sales communication programs.
Do the right thing by promoting a culture of health and safety, and ensures safe working environment and practices across the cluster
