AV Sales Manager

The Sales Manager is responsible for effectively guiding customers through event experiences, identifying solutions that meet their goals and objectives, resulting in a compelling event experience. Utilises all available tools to ensure maximum event and revenue capture from assigned customer base. Cultivates and maintains relationships with key personnel to enhance the overall business relationship. Supports Company initiatives, business strategies and Core Values. This position reports to a Senior Sales Manager, Cluster Sales Manager, or Technical Events Manager.

Key Job Responsibilities

Revenue Generation

• Drive Results by soliciting and securing business through a proactive, consultative sales approach, utilising the company’s sales process and methodology.

• Effectively prepare and present quotes and proposals in a timely manner to customers, including those submitted through the website, venue booking system, or other sources as assigned.

• Effectively collaborate with vendors and other departments/divisions of the company to capture and service events.

• Attend site visits, pre-conference planning meetings, and appropriate venue meetings as necessary to support the customer event experience.

• Understand event cost structure and incorporates this 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 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.

• Do the Right Thing by ensuring all customer information is up to date and accurate in the Customer Relationship Management system (CRM) at all times.

• Actively refer and guide customers through the company network, leveraging contacts to secure additional opportunities with existing customers.

Sales Accountability

• Maintain 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 supporting the sales forecasting efforts at home location, ensuring they are accurate and submitted timely.

• Learn and adopt all SOPs related to the role and any new initiatives/programs that are implemented.

• Maintain knowledge of new product/service offerings and emerging technology supporting meetings and events.