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FMAV Account Manager (AM1) Toronto

Job ID FMAVA06837 Date posted 01/13/2020 Location Mississauga , ON L5A-3V3 Position Type Full-Time

JOB TITLE:
Account Manager (AM1)
REPORTING RELATIONSHIPS:
Direct Manager: General Manager (delivery)
Dotted Line: Director of Sales (account plans, retention)
STATUS / COMPENSATION:
Full Time, Salary with car allowance & commission
SUMMARY OF ROLE:
Account Managers are responsible for client retention, relationship management, absolute understanding of event goals, sales proposals, floor plans, resource planning, program delivery, cost management and organic sales growth within the client base. They also perform a leadership role in event service delivery.
The Account Manager may partner with a Business Development representative who may provide a new client relationship or may mine new opportunities from within existing accounts.
KEY RESPONSIBILITIES:
Client Retention and Organic Growth
30%
Client Management
30%
Planning/Event Management
30%
 Retain and renew business through frequent contact with customers to discuss short, mid and long term plans
 Enhance customer ties by defining opportunities and introducing additional products and services to grow the account organically
 Provide relevant and appropriate information to clients for top of mind awareness and to prevent the competition from leveraging a window of opportunity
 Develop and utilize the FMAV way of selling methodology to enhance skill and ability
 Operate as a key point of contact for any matters specific to your customers
 Build & foster positive, long-lasting relationships and trust with customers
 Understand and document customer business strategies, priorities, and goals
 Visit client office, conduct discovery process, close additional business
 Resolve customer issues to ensure high levels of satisfaction through prompt responsiveness, focus on detail and an aim to exceed expectations
 Build & foster outstanding customer loyalty by finding opportunities to wow the client
 Advanced planning with Account Director or BD (if this is a hand off), client, and internal staff, to recommend proper AV solutions
 Develop solutions and technical and configurations to efficiently satisfy the client’s needs as per confirmed contract
 Provide routine quality control and cost oversight of the project, ensuring client expectations for budget management, creative services solutions and technical logistics coordination are being met and kept on schedule
 Proactive identification of potential on-site issues during the pre-production phase
 Liaise with client and venue staff for event details as required
 Provide expertise and guidance to our client
 Accommodate last minute changes to suit meeting needs
 Act as crew lead (directing installation, troubleshooting, and dismantle of equipment on event site) for mid-size shows (TD may perform this role for large shows and Lead Tech for small shows)
General & Administrative
10%
 Remain current and educated on new and emerging event technology trends, new products, solutions, and initiatives
 Develop and actively track a sales pipeline in CRM, listing sales activities and approximate timing for proposal submissions, keeping information up to date
 Establish and maintain close relationships with other FMAV sales team members as well as with external partners
 Attend all designated individual and team calls, working your other scheduled calls around these established times
 Create production schedule or leverage Technicnal Director (TD) if this resource is assigned to the event
 Coordinates all logistical and technical activities (hotel, rigging, power, etc.)
 Create floor plans, source equipment, invoice the client, manage vendors
 Ensures there is a health and safety brief for each show and clear communication for individual roles and responsibilities (this may be delegated to a crew chief)
ROLE INTERSECTIONS
 VP or Director of Business Development (100% BD roles) may partner on an event to transition a new client to the AD or AM
 Account Director or National Account Director (30% BD roles) may partner on an event to transition a new client to the AM
 Ensures crew chief is well briefed on client mandate
 Partners with Technical Director on large scale shows to brief on client mandate
CORE COMPETENCIES:
 Professionalism
 Initiative
 Quality Focus
 Communication
 Customer Orientation
 Understanding the Business
 Risk and Safety Management
 Continual Learning
 Planning
 Problem Solving
 Driving Accountability and Results
REQUIREMENTS:
 3-5 Years’ technical leadership experience on a variety of events
 Exceptional client relationship management skills (communication, planning, follow up, relationship building)
 Proven ability to manage multiple projects at a time while paying strict attention to detail
 Ability to draft sales proposals, use CRM
 Valid driver’s license and insurance

Physical Requirements

Team members must be able to meet the physical demands below in order to successfully perform the essential job functions. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Frequency options consist of: Continuously, Frequently, Occasionally and Never.

Physical Requirements

Hours Per Day

Lifting Requirements

Frequency

Sitting

4-5 Hours

Lifting 0 - 15 lbs*

Occasionally

Standing

2-3 Hours

Lifting 16 – 50 lbs*

Occasionally

Walking

2-3 Hours

Lifting 51 - 100 lbs

Never

Stooping

0-1 Hours

Lifting Over 100 lbs

Never

Crawling

0-1 Hours

Kneeling

0-1 Hours

Carrying Requirements

Frequency

Bending

0-1 Hours

Carrying 0 - 15 lbs*

Occasionally

Reaching (above your head)

0-1 Hours

Carrying 16 – 50 lbs*

Occasionally

Climbing

0 Hours

Carrying 51 - 100 lbs

Never

Grasping

0 Hours

Carrying Over 100 lbs

Never

Auditory/Visual Requirements

Frequency

Pushing/Pulling Requirements

Frequency

Close Vision

Continuously

Pushing/Pulling 0 - 15 lbs*

Occasionally

Distance Vision

Continuously

Pushing/Pulling 16 – 50 lbs*

Occasionally

Color Vision

Continuously

Pushing/Pulling 51 - 100 lbs*

Occasionally

Peripheral Vision

Continuously

Pushing/Pulling Over 100 lbs

Never

Depth Perception

Continuously

*Identifies the physical requirements that team members perform without assistance.

Hearing

Continuously

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