Account Director (GSO)

Description

Position Overview

The Account Director works with a portfolio of accounts across all markets. This role is responsible for strategic sales growth, identifying, developing, and securing large, technically complex, and/or strategic event business opportunities from designated accounts, inbound Account leads, and through individual sales efforts through hands on client relationship management. The Account Director, with a proven ability to develop business opportunities, 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 whilst ensuring seamless execution and client satisfaction. In addition, the Account Director is responsible for driving performance through internal and external development. This position reports to the Senior Director, Strategic Growth- EMEA.

Company Benefits:

• Private Healthcare on the successful completion of 12 months continuous service.
• 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 the desired role of trusted advisor and moving up the buy/sell hierarchy by establishing and delivering on our Core Value Proposition.
• Identify trends in spend and develop strategy to penetrate those markets further
• Serve as the primary point of contact for assigned clients throughout the project lifecycle.
• Understand client goals, brand standards, and event objectives to translate them into effective production solutions.
• Work closely with internal production teams to scope projects, prepare budgets, and ensure accurate, timely delivery of proposals and estimates.
• Oversee project timelines, deliverables, and communication to ensure client satisfaction and successful event execution.
• Conduct post-event evaluations and maintain long-term client relationships to encourage repeat business.

Business Development

• Identify, research, and pursue new business opportunities within target markets, including corporate, experiential, nonprofit, entertainment, and agency sectors.
• Develop and execute strategic sales plans to meet and exceed revenue goals.
• Build and maintain a robust pipeline of prospects, using CRM tools to track progress.
• Conduct presentations, pitches, and proposals tailored to prospective clients’ needs.
• Collaborate with leadership to refine service offerings, pricing, and go-to-market strategies based on market insights

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.

Collaboration & Internal Support

• Partner with creative, technical, and production teams to develop innovative event concepts and solutions.
• Contribute to marketing initiatives, industry networking, and brand visibility efforts.
• Support contract execution, financial tracking, and reporting as needed.

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 provide 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.

Qualifications

Skills

Behaviors

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Motivations

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Education

Experience

Licenses & Certifications