Customer Engagement Director - HARGROVE

Hargrove, LLC
Lanham, MD
Oct 18, 2021
Oct 23, 2021
Full Time
Key Job ResponsibilitiesProspecting & Qualifying New AccountsPartner with sales leadership on strategically mapping out the assigned sector / sub sectorIdentify, qualify, and develop new sales opportunities to increase our new logo count or extension of business within the existing companies we partner with today and in partnership with those account leads as required.Build strategies and customer pursuit plans that include contact prospective clients to conduct an end-to-end event solutions.Manage demonstrations to introduce Encore, Encore's approach, and solutions as relevant to each contact.Seamlessly turn the business needs of our clients into alignment with the benefits of our products and services.Demonstrate Encore's experience, audience engagement impact and demonstrable ROI to position Encore as the partner of choice.Manage quotes, proposals, pitches, and RFPs through our sales process and in partnership with other departments, from lead to WIN.Achieve and strive to surpass quarterly and annual revenues targets, including calls made, appointments set, demos and sales closed.Partner with experience lead and transition accounts over after each sale. Stay involved with the relationship, as needed. As the consultant and advisor, support future sales, resigns and net new business opportunities.Advocate for our solutions in the industry, through speaking, networking, or attending events as needed.An active networker and contact generator, bring that thinking and make those valuable introductions to Encore while also working the existing database to ensure we have shown maximum partnership value to our customers.Sales Management & Account OwnershipStrategic consultative selling into multiple industries. Selling is often pre-RFP, sharing the vision and business value of what an Encore partnership could bring to an event, regionally, nationally, and globally. Build and maintain close relationships with prospects and clients to expand the revenue/business opportunity.Attend initial kick-off calls to ensure what was sold is delivered from the start and successfully hand off the business in the format needed to ensure success.Work in close partnership with the project delivery team to ensure that clients are delighted with the product and service they receive.Manage event debrief with Account Management/Production teamsBuild account pursuit plans for net new targets or in concert with the account managers already working on business.Review data and event metrics to build a reason to work with Encore in future and demonstrate ROI to clients.Take orders for repeat events to help grow accounts through organic salesInternal CommunicationsCommunicate with management regularly to report on sales activity and progress against targets set.Bring market insights to the business to inform and influence our development roadmap.Ensure CRM and systems are up to date and enriched with key business intelligence.Collaborate with Marketing to create sector specific campaigns.Maintain sales pipeline and consistently review the health of prospects to accurately influence revenue projections.Job QualificationsBachelor's degree or equivalent8+ years proven success in a competitive business-to-business sales environmentExperience of selling virtually, over the phone and/or face-to-faceExperience in meetings and in the live event industry (virtual and hybrid events are a bonus)Strong commercial acumen with a hunger for deal makingNaturally competitive, and a born networker with an appetite for relationship buildingExperienced in the disciplined use of customer relationship management (CRM) softwareArticulate, with a confident telephone manner, as well as a focused listenerExceptional customer service standardsMust be a self-starter and self-motivated, but with the ability and willingness to take direction and work in close collaboration with colleaguesTravel required when face to face meetings come backCompetenciesStrategic sales planningSales ProficiencyAttention to DetailStrong Communication SkillProfessional Personal PresentationInitiativeExceed Customer ExpectationsConcern for QualityInfluenceNegotiationResult OrientationRelationship ManagementWork EnvironmentOfficeWork is performed primarily in an 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. May travel up to 50% of the time.Equal Opportunity Employer/Protected Veterans/Individuals with DisabilitiesThe contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)