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Hargrove Senior Sales Executive, Events

Job ID HARGR03786 Date posted 08/01/2019 Location Lanham, Maryland Position Type Full-Time

  • Achieve sales goals – revenues and gross margin
  • Implement the sales process – prospecting/lead development, conducting client needs assessment; developing proposal and design components; conducting client presentation; determining actual costing final contract price and P & L/budget; and obtaining approval from Financial Analyst and Director of Sales
  • Implement sales activities – maintain prospects and accounts through a CRM database; prospecting and responding to leads for potential business; managing and maintaining client relationships; expanding/developing sales opportunities with existing accounts to gain greater business opportunity and renew/book repeat business
  • Maximize revenues for each sold event – develop revenue targets with Vice President, Events (DOS) and Director of Production Management to implement action plans to achieve revenue targets of the sold event
  • Work with the Vice President, Events (DOS) and Director of Production Management to ensure accurate costing for the most optimum job pricing; develop a budget/ P & L and manage the budget during the production process to ensure financial goals are achieved
  • Develop multi-show management relationships; identify key decision makers; understand/identify potential business base; establish a business relationship; develop and close business
  • Participate in applicable industry events; gain speaker and committee involvement
  • Work with design team to develop appropriate designs and renderings to support the sales process and production process
  • Lead appropriate sales meetings either one-on-one or departmental. Be prepared to discuss status of accounts, industry/market developments, competitive review, and current job status
  • Manage the integration and guideance of the account manager in the account management process once a job is at a point of closing to transfer information for proper logistical implementation
  • Collaborate with Director of Operations, to ensure proper staffing and production of trade shows. Participate in appropriate pre-production, production and post-production meetings. Review work orders, supplements and order forms to ensure the event/job is being accurately produced. Participate at event/job installation
  • Other duties as assigned

Required Skills and Experience

  • Bachelor’s degree Business, Marketing or Communications from an accredited university or four (4) years additional sales experience.
  • Five (5) to seven (7)+ years of experience in a sales or account management role preferably in the events industry.
  • Knowledge of MS Word, Excel, Outlook, and general office equipment.
  • Strong communication skills (both orally and written).
  • Excellent written and oral communication skills required.

Needed Attributes

  • Ability to work in a high pressured, fast-paced environment.
  • Ability to pay high attention to detail.
  • Ability to handle multiple tasks.
  • Knowledge of problem solving strategies.
  • Ability to organize and prioritize.

Inter-Relationships

Coordinate project activities and work in a team environment with internal entities (e.g. Finance IT, Operations, Marketing, Fabrication, Graphics, Accounting, HR) and external entities (e.g. a full complement of vendors, suppliers and other stakeholders).

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