National Account Executive - AV Concepts

Position Overview

The National Account Executive’s primary responsibility is to consistently drive a book of more than their baseline targeted goal depending on the base salary by developing new client relationships and growing existing accounts. The National Account Executive contributes to his/her personal goals by cold outreach, and networking with clients, prospects, and industry groups.

Through discovery, you will qualify and prioritize opportunities by uncovering each contact’s concept for a successful event(s). Prepare customized, detailed, and accurate proposals; and close a high percentage of proposed business. The focus of the National Account Executive is to drive new and repeat business by persuasively communicating AV Concepts’ offerings and unique value propositions to key decision-makers from within various sectors.

Key Responsibilities

• Conduct market research and analyze industry trends to identify potential sales opportunities.

• Research target accounts and develop prospecting campaigns.

• Grow portfolio annually to develop long-term repeatable revenue streams.

• Collaborate with internal teams to ensure consistent high levels of Client Satisfaction.

• Share feedback with internal teams and Sales Directors on a consistent and real-time basis.

• Partner with warehouse, operations, and accounting to ensure proper execution of internal processes for pre and post-show close.

  • Assist IPM team with revising orders in Lightning.

  • Ensure orders move smoothly through internal approval process.

  • Stay in constant communication with Sales Director throughout process.

  • Attend in-person client presentations as a technical expert if necessary.

  • Make any changes needed to order before, during or after show that affect the invoice.

  • Work with Accounting and Operations team post-show to ensure a timely and accurate invoice is produced to client

• Work closely with all internal departments and individuals to deliver the highest level of profitability on every event:

  • Create orders/quotes that meet each client’s expectations and requirements while also driving profit margins at or above company expectations.

    • Revise orders/quotes based upon client changes/adds to maximize profitability and distribute new budget to the client and/or account executives for approval.

    • Work with department heads and operations team from initial assignment through event execution to identify additional savings opportunities that maintain the highest level of quality.

    • Review every order at least two weeks before the event to ensure it is complete and accurate while also maximizing the use of internal inventory and staff.

    • Exceed pre-show margin estimates for every event by working closely with the on-site operations team to deliver exceptional service and quality as cost effectively as possible.

    • Travels to be on-site from set-up through strike for all Convention Services events to ensure the highest client satisfaction through face-to-face contact.

    • Travels to be on-site for a pre-determined time period for key or unique Corporate Events to ensure the highest client satisfaction through face-to-face contact.

      • Act as primary point of contact for client when on-site.

        • Create adequate backup plans for client contact coverage for instances where it is not possible to be on-site.

        • Work closely with and communicate to Sales Management to ensure proper work-life balance around travel schedule.

        • Assist the Sales Director in securing new business relationships when assigned to a client before the relationship is confirmed (Not-typical and to be determined by Sales Management).

        • Help build/revise orders for proposals as necessary to ensure timely and accurate quotes are delivered to each client.

        • Interact with prospect to build relationship along-side the Sales Director to minimize transition needed once the business is confirmed.

        • Report must consist of both positive and negative results from show and contain feedback from client.

        • Review report with any appropriate parties (including client when appropriate).

• Emphasis on building relationships on a local and national level.

• Travel maybe required for client site visits. Travel is flexible!

• Other Duties as assigned by the Director of Sales.

Job Qualifications

• 3-8 years of direct sales experience in Audio Visual

• Demonstrated sales experience in meeting targeted goals by identifying leads, outreach, closing deals, and nurturing relationships.

• Strong understanding of the AV and staging industry with at least 3-8 years’ experience working directly with audiovisual equipment in general sessions and breakout rooms for events with at least 1,000 attendees in both the high-end corporate event and convention services segments. (preferred but not required)

• Proven and consistent success in directly developing positive client relationships and in achieving exceptional client satisfaction and loyalty.

• Ability to work as part of a team, understand clients’ perspective and demonstrate excellent organizational and multi-tasking skills.

Benefits

• Top salary and commission

• Medical, dental, and 401k retirement plan

• Opportunity for career advancement

• Collaborative team environment that values multiple perspectives and fresh thinking

• Casual dress code if based out of Tempe, AZ office.