Position Overview

The Key Account Manager works with a portfolio of accounts across all markets. This role is responsible for identifying, developing, and securing large, technically complex, and/or strategic event business opportunities from designated accounts, inbound Account leads, and through individual sales efforts. The Key Account Mgr is responsible for utilizing technical, creative services, and operational support to sell Encore’s breadth of services to clients while managing budget expectations, event profitability, and exceeding customer expectations. In addition, the Key Account Manager is responsible for driving performance through internal and external development. This position reports to the Senior Director, Global Sales- EMEA.

our perspective:

• On offer is a basic salary up to £60,000 (dependent on your individual expertise and experience)
• Incentive Scheme
• BUPA full coverage Private Healthcare with no excess payments for the employee
• Employee supported volunteering
• Enhanced family leave provisions
• Perkbox and Employee assistance Programme
• Company sick pay
• Employee recognition scheme
• Generous employee referral scheme
• Clearly defined Career path (and all the important support along the way)
• Access to state-of-the-art technology
• Global presence and opportunities worldwide
• Long Service Programme

Key Job Responsibilities

Account Management

• Identify and develop account plans designed to increase revenue while managing compliance, profitability, and revenue channel development.
• Qualify and quantify the customers holistic needs in AV, Event Technology, Production, Content and all technical event needs.
• Create and execute plans to further penetrate the account. This includes securing customer appointments and executing sales calls, customer business reviews, and action plans to identify and secure both short and long-term revenue opportunities.
• Ensure each account moves from vendor status through desired role of trusted advisor and moving up the buy/sell hierarchy by establishing and delivering on our Core Value Proposition.
• Understand customer’s industry trends and associations, and build a network that continues to establish credibility, rapport, and opportunities to engage customers.
• Identify trends in spend and develop strategy to penetrate those markets further
• Develop a rolling 12 monthly view of all Key Account Events or planning.

Account Strategy

• Develop deep knowledge of customer procurement strategies, structure, businesses, and synergies
• Identify and build strong relationships with individuals responsible for planning or producing large/complex/strategic events within customer’s organization
• Aggregate client account-based growth data and evaluate areas of opportunity.
• Anticipate client needs and proactively develop an approach that is tailored to each client
• Model account-based trends on a monthly, quarterly, and annual basis, and compare data with previous years' results and forecast future account-based growth rates.
• Drive results through customized solutions.
• Serve as a subject matter expert for all of Encore’s owned subsidiary companies with the ability to sell full solutions to the customer’s holistic production needs.
• Responsible for generating leads and mining opportunities within existing accounts to drive incremental revenue.
• Understand industry trends that impact customer buying behaviors and offer innovative solutions.
• Engagement in relevant industry organizations.

Revenue Management

• Meet and exceed quarterly and annual quotas.
• Actively manage account pipeline throughout the entire organization for all Encore services including core audio visual services, power, rigging, HSIA, digital services and all offerings Encore provides to clients.
• Establish and maintain event profitability models throughout the Sale Process.

Operational and Technical Support

• Communicate the production and technical needs of programs effectively to clients and internal partners.
• Ensure Encore Production Standards are adhered to throughout the Sales Process
• Review proposals to ensure competitive advantage, customer alignment, and compliance with MSA agreements and Encore Policy.
• Utilize software tools including diagrams, proposals, renderings, CAD drawings and related technical material to sell programs to clients while managing budget and exceeding customer expectations.
• Understand Encore’s family of brands, product offerings, and servicing divisions and communicate the customer’s needs cross functionally.

Information Management, Reporting, and Company Support

• Work closely with Encore internal contacts to realize account objectives and act on resolving customer experience and internal issues.
• Identify and assign Encore team members, including senior leadership on the buy/sell hierarchy for key accounts.
• Monitor and maintain accurate and timely CRM activity data entry, billing records, show evaluations, customer surveys, monthly or quarterly reporting, and any other information on assigned accounts requested by management in accordance with policies and procedures.
• Maintain timely and consistent customer reporting, delivery, and communication of key requirements.

Job Qualifications

• Demonstrated excellent customer service skills
• Ability to create technically and/or logistically complex proposals
• Ability to create and execute a strategic customized account plan
• Experience in networking targeted customers at industry events
• Experience working within a team environment to over-deliver on desired results
• Experience with high-level (Director or above) contract negotiations and the ability to successfully navigate complex organizations
• Experience with internal and external Producers, Technical Directors, and Event Planners
• Excellent computer skills including all Microsoft Office applications
• Experience with the use of customer relationship database
• Experience with creating and executing presentations using PowerPoint and/or other forms of media
• Strong written and oral communication skills needed to create sales presentations, draft creative and technical proposal content, and effectively solicit business via phone and face to face customer contact, as well as through tradeshow and industry events
• Excellent organizational skills and the ability to manage multiple projects
• In depth understanding of the meetings and event technology industries
• In depth understanding of audio, video, lighting, rigging, and power distribution systems utilized in a corporate staging environment
• In depth understanding of the corporate events market
• Desire and ability to travel

Competencies

• Responsiveness
• Ownership
• Manages Complexity
• Business Insight
• Strategic Mindset
• Collaborates
• Communicates Effectively
• Builds Networks
• Drives Quality Results
• Plans and Aligns
• Instills Trust
• Manages Ambiguity
• Functional/Technical Skills
• Negotiating
• Integrity & Trust
• Innovation Management
• Approachability

Work Environment

Office

Work is performed primarily in a corporate office or home office 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.